The “wall of Defensiveness” : 7 Ways to Tear it Down
situation, that’s exactly what you don’t know–so try cutting out your enthusiasm on initial calls. Otherwise, you’re likely to hit the wall.
2. Avoid assuming that you and your prospect are a fit. You may have the “perfect prospect”–someone with the exact criteria and profile of your ideal customer. However, if your words or tone of voice say, “I know you’ll benefit from our service because you fit the exact profile of our customer base,” you’ll inadvertently will set off alarms that will let your prospect associate you with the negative “salesperson” stereotype. Instead, learn to be humble, and avoid making assumptions until after your prospects trust you enough to share their true issues with you. Then the two of you can decide, in a natural evolutionary way, whether you’re a match or not.
3. Don’t think that you have to have all the
