As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.

 

Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down the slippery slope, until…..

 

I’m sure many of our readers have had the same experience. You have tried to get in contact with that decision maker multiple times with multiple methods. When you finally get that opportunity their resistance, skepticism or put offs come on full force.

 

Robert owns a smaller company that is growing and expanding into multiple product lines and locations. He runs the show and is on the go ten plus hours a day. Conservative in nature, he wants facts and is skeptical about promises made by anyone, much less salespeople.

 

Yet with his growing company and multiple locations our services can provide leadership skills for him and his team that put them in control. The challenge is, Robert doesn’t know this and questions any statements inferring so.

 

Once I have Robert on the phone and engaged in talking about his company, the resistance starts coming through. We get into a question answered with a question conversation, both working for control of the conversation.

 

Some of his questions are…

How big is your company?

Where are you located?

Exactly what do you do to get these results?

I don’t want to waste time, what specifically can you do?

 

There are more, but you get the idea.

 

Of course I provided a short answer or example and questioned back to get agreement and an appointment.

 

He of course agreed then came back with another question.

 

In my mind I’m evaluating the situation and can feel his resistance to any further conversation, much less an appointment. I do not want it to become argumentative which is what I am starting to feel from him.

 

How many of you can relate to conversations like this? Not just in sales, but with other departments, coworkers or even family!

 

Now for the magic!

 

If you look back at past articles you’ll know about Dr. Knowles (pictured) and the Omega Strategies for dealing with resistance. We call it the 800 pound gorilla in the corner that everyone knows is there, yet no one address it.

 

So how do I deal with the Gorilla?

 

“Robert, it’s obvious you’re a bit skeptical about what we might be able to do. That’s good! It’s probably why you’re as successful as you are. At the same time you’ve been skeptical before, yet once you had a closer look, took action and moved forward you reaped the rewards.” was my response.

 

“Yes I am, but I suppose it would be good to find out more.” Robert responded, his tone had completely changed!  

 

We quickly set an appointment for the next week to discuss the possibilities even further.

 

So what was the magic? The words “it’s obvious you’re a bit skeptical” acknowledge the resistance. Once resistance is acknowledged it tends to be radically reduced if not completely dispelled.

 

Several things happen here:

 

In Dr. Knowles research on “acknowledging resistance”, he found it made a significant difference well over 80% of the time! That means this method could drop resistance significantly in 80% of your communications! How would that change things for you?

 

So next time you encounter resistance from someone else, bring that 800 pound Gorilla out in the open and see what happens!

 

For more on the Omega Strategies and other persuasion tools, take a look at the Leadership Strategies program.

 

I realize you may be skeptical, yet give it a try, you just might surprise yourself!

 

Till next week, keep observing.

Harlan Goerger, National Director of Training

 

© Harlan Goerger 1-14-08
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