Dan Henry

And then all of a sudden now,

you're connecting and you have common ground and their defenses will be lowered.

I would not try to immediately sell them or even mention the fact that they're upset or anything like that.

And another thing that I've told people, sales reps when I used to train them, never let a customer win a shit test, right?

Sometimes customers will test you emotionally to see if you have resolve, right?

So I use this scenario.

If somebody gets on a call and says, well, I really would like to buy from you, but you know, I don't like guys in red shirts.

So that's why I'm not going to buy from you.

I'd be like, you know what?

I absolutely agree with you.

My wife bought me this shirt.

I hate it.

She makes me wear it.

And as soon as I cash my commission check from this deal, I'm going to go out and buy a blue shirt.

It's just a very simplistic example.

This scenario would never happen.

But if you don't react correctly,

You show strength.

You show resolve.

People like to work with people who have resolve, who have discipline.