In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method.

Moreover, the conversation shifts to the significance of upfront contracts in building trust and lowering reactance. We explain how transparency at the outset sets the stage for meaningful discussions.

Join us with sales expert Brian Jackson, who will shed light on how upfront contracts establish a foundation for honest and productive dialogue. He also explores how salespeople can leverage techniques like disarming honesty and pattern interrupts to build trust and close deals more effectively. Get ready to gain valuable insights into the psychology of selling and discover practical strategies to overcome reactance and achieve sales success!

 

Timestamps

0:02 Reactance, a natural human response to threatened freedom.

3:34 Sales techniques to avoid triggering reactance in potential buyers.

9:48 Avoiding reactance in sales calls by building trust and acknowledging possible outcomes.

16:38 Sales techniques to avoid triggering reactance in potential customers.

23:05 Sales techniques to avoid triggering reactance in customers.

 

Key Takeaways 

• Recognize customer resistance as a natural response to feeling pressured.

• Use open-ended questions and specific techniques to guide conversations without triggering resistance.

• Establish trust upfront with clear expectations through contracts.

• Disarm resistance with honesty and acknowledge potential concerns.

• Learn techniques to navigate emotional pushback during sales calls.

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