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6.. Resistance

Resistance is very common in both selling and influencing. If you’re lucky, you get a foot-dragging response, but not an out-and-out no. A resistance statement, such as “I’m not sure yet,” “We’ve never done this before,” or “We don’t have enough time (or money),” usually means that the person is asking for something from you. It could be more information about what you’re proposing, reassurance that he is not making a mistake, or more rewards or benefits that will be gained from saying yes to you.

Effective influencers realize that resistance is a natural part of the influence process. In fact, they welcome it as an important and necessary step in the process.


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