Well, a lot of noise, actually.
Training the team at Adrian Williams to understand the key psychological triggers that cause clients to put their guards up—commonly known as objections.
So, how do you lower their shields?
How do you open their minds to hear your perspective while remaining open to theirs?
How do you truly understand them?
What does the objection actually mean?
And, most importantly, how can you change that meaning?
If you’re always influenced by the client, your success will be impacted in many ways. Subconsciously, you’ll also become defensive every time you hear a client object in some way.
This then becomes an experience locked into your memory—and your reality.
So, how do you address this problem? The first thing to accept is that this problem is yours, not the client’s.
Sales is about shaping perceptions and changing minds. The better you get at it, the more success you’ll experience.
There are always subtle psychological games being played—whether you like it or not—in every interaction, whether at home or at work with clients.
The better you become at developing skills in this area, the better your results will be.