Overcoming Sales Resistance: Getting to the Root of Objections

The biggest mistake I see people make when it comes to addressing resistance, especially if they have any sales training at all, is that they actually just address what is said instead of getting to the root of the resistance. Because what people say isn't always what they mean. And so when someone gives you a price objection or a money objection, people start going into the like, oh, we can do that. And they start addressing money when the reality is that this could actually be a value conversation, which is, I don't think that. That the value of what it is that you're. You're offering is worth the asking investment. Oh, I need to talk to my partner. I need to talk to. I need to think about it. Well, what is it they need to think about? It automatically puts people on the defense where they have to feel like they have to explain themselves. That's not what we are doing. We need to neutralize, calm down the nervous system, activate the parasympathetic nervous system and then, then address the resistance and get to the root of the resistance before we start addressing it.