Christian Polk explains how to handle prospect resistance in sales. Don't shy away from probing vague answers like 'family' or 'busy'. Ask follow-up questions to uncover what's really blocking them, keep the conversation natural, and address resistance head-on instead of avoiding it out of fear.
Chapters
Let's say that lady.
Said to have more time for other stuff. Like, that's her goal. And we respond, oh, like what? And she keeps being very vague, like, oh, just family. Family stuff. Like, do we accept that kind of response or do we try to go deeper?
If we're pulling punches, or we're not getting people to expand because we're fearful that they might just close down, then we've already lost about what's like now we're just not asking questions because it's like, we're fearful of what people. Like, if resistance comes up, handle the resistance. Don't just not do something because you're fearful there might be resistance. Now you should just do things in a way that limits severely the amount of resistance you get. Like when I have a call, the likelihood I'm going to get resistance is almost zero. But sometimes it still does come up, so you just handle it. So it's like, don't be in your head. Just follow the process. Make sure it's natural. Like, don't. Don't sound like you're a robot or anything. But then at that point, just have the conversation, okay?
And it's like, if there is resistance, like, what's behind that? Like, just simply asking, yeah.
