ON DEMAND REPLAY
Imagine this scenario. You walk into a department store.
A sales associate says, "Can I help you?" What do you say?
If you're like most people, you say, "No thanks, I'm just looking."
However, that's not true. You didn't wake up and just decide to go to a department store. You have the intent to buy something. You're in what I call the Zone of Resistance (ZOR).
I'm just looking" is a reflex reaction to sales pressure. Your prospects are in the ZOR when you try to overcome objections too.
So your first job when prospects raise objections is to lower the ZOR. However, you can’t do that if you’re fighting the resistance.
You have to join the resistance.
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Director of Marketing
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