How To Succeed Podcast

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 read