DON’T FIGHT RESISTANCE

“I want to think it over.”

Fighting vs. joining the resistance.

Fighting the resistance sounds like this:

“I understand. What’s a good next step?” “I’ll call you this afternoon at 2:30. Fair?” “Before I go, what were you wanting to go over in your mind just so I know what questions you have when we talk in two days?”

Whenever people feel like someone is trying to convince them their guard goes up. They did their heals in even deeper.

Joining resistance sounds like this:

“Seems like you’re skeptical that a tool can solve your commission problem.”
“Sounds like the value isn’t there for you.”
“Sounds like you’re looking at a few options.”
“Feels like something’s making you uncomfortable.”
“Seems like you want to shop around.”
“Seems like you’ve got something on your mind.”
“Sounds like you have some concerns.”
“Sounds like you’re leaning towards sticking with what you have.”

Chris Voss calls this labeling.

Labeling is an educated guess about what the prospect is probably thinking. If you mislabel, your prospect will correct you.

Labels unlock the floodgates of truth so you don’t waste time chasing.

If you guess wrong, people will correct you. Why? People like correcting, but they don’t like being corrected.

The shift?
Convincing -> Understanding

Don’t fight the resistance.
Join the resistance.

Verbal aikido.