Art Sobczak says, “The simplest techniques can be so effective.

I recently listened in on a call where a prospect voiced an objection, but seemed a bit shaky in his conviction.

The sales rep simply responded, “What was that again?”

The prospect hemmed and hawwed a bit … and then actually admitted that he probably should go with the salesperson’s proposal.

Brilliant. So what happened here?

If you have a strong belief about something, chances are you’re able to explain why, with conviction.

On the other hand, if a prospect says something that is not completely truthful or they don’t believe strongly in, they will hesitate, hem and haw, or exhibit other nervous behavior when questioned. The same is true if they don’t have concrete reasons for their beliefs”.

A Painfully Simple Yet Effective Way to Respond to Sales Resistance

HubSpot

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