More Ways to Minimize Buyer Resistance

Dear Web Business-Builder,

Several years into my career in corporate, business-to-business selling, I realized there are a few key things you can find out about someone that will dramatically increase your odds of making a favorable impression and getting them involved with your product or service.

Even before this realization, I was already outselling pretty much all of the other sales people at the companies I worked for. It was because I was a ruthless qualifier …

I simply refused to spend time trying to persuade unqualified buyers … while the other salespeople often wasted their valuable time and energy trying to sell to people who couldn’t buy … or with companies who shouldn’t buy because one of our competitors was better able to serve them.

This meant I was dumbfounded when my prospects often failed to see why we were the absolute best solution to their company’s problem.

To me, their behavior was like denying two and two make four — until I discovered my failing … Read more on Psychology and Selling — by Daniel Levis…

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