Isaac Newton and Resistant Customers
Today I realised I was fighting Newton’s Third Law. Maybe not literally, but definitely metaphorically.
Newton’s Third Law says that for every action there is an equal and opposite reaction.
In the last few weeks there have been a number of things that haven’t been going the way I’d envisaged. I’d fallen into the trap of pushing harder and harder to make them happen. Every time I took an action another obstacle appeared. The result: more actions, no progress.
In sales there is constant pressure to close deals on time (often early at quarter end) and it’s temping to start pushing customers. If you are meeting resistance it may be time to step back and review what’s happening from a different perspective.
The job of a salesperson is to get the customer ready to buy, not push them into resistance.