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Podcast: Ask the Right Questions, The Sales and RevOps Podcast
Episode: How to Handle Sales Resistance to Close More Deals
Description: Don't you ❤ it when you work a prospect hard only for them to tell you, "let me think about it" or "it's too expensive"?
Does it make you angry? Nervous? Anxious or stressed?
Those are examples of resistance, and most salespeople aren't aware that's what it is.
It's not that the prospect is going to go back to their desk and ponder the question. Your potential clients are delaying; they're afraid to pull the trigger.
And that's normal. It's nothing against you.
There are a lot of different types of...