The “wall of Defensiveness” : 7 Ways to Tear it Down
The “wall of Defensiveness” : 7 Ways to Tear it Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a “salesperson”?
In our one-on-one sessions, Michael and I discussed 7 key strategies that can break down that wall, and he’s been finding that they work for him…maybe they’ll work for you, too…here they are…
1. Curb your enthusiasm. This idea always comes as a shock to anyone who’s been exposed to the old “sales gurus” who insist, “The more enthusiastic you are about what you are selling, the more people will be attracted to your solution”–but, boy, are they wrong! When you come across as overly enthusiastic, especially when you’re on a first call to a new prospect, you immediately trigger sales pressure that tells your prospect, “I’m excited because I just know that you need what I have to offer!” But in any new
