The “wall of Defensiveness” : 7 Ways to Tear it Down
associates you with the negative stereotype of a salesperson who has been trained to move the sales process forward at the prospect’s expense. When you hear an objection, diffuse it and re-engage the conversation on your prospect’s terms.
5. Learn to diffuse sales pressure. Hidden sales pressure is the root of all sales woes. Diffuse it at the beginning of the relationship, and you’ll never have to deal with it again. Shift your mindset and change your language so it reflects you being your most natural self. The most sophisticated sales strategies in the world won’t make any difference if you don’t know how to diffuse the sales pressure that prospects are only too quick to sense–and back away from–in any buyer-seller relationship.
6. View prospects as potential friends, not as sources of commissions. If you see dollar signs instead of
