Short advice from a sales coach arguing that asking predictable, generic small-talk questions at the very start of sales conversations (e.g., "How you doing today?", "How's it going?", comments about the weather") commonly triggers sales resistance. The speaker suggests postponing such rapport-building questions until later, because prospects expect them and interpret them as formulaic sales tactics.
If a salesperson asks you, hey, welcome to the store today. How you doing today? Do you genuinely believe that salesperson wants to know how your day's going? So you're automatically going to be like, oh, they're trying to build rapport. They're trying to get me to like them. If you want to talk about the weather or how their days go, and, like, that can be, like, way later in the conversation. If you start to try to do that in the beginning of the conversation, you are literally triggering sales resistance, because what predictable questions would they be used to from most salespeople? How you doing today? How's it going? How's the weather over there? Like, these are predictable questions your prospects have heard from every single salesperson.
