164 A 400-Year-Old "Trick" to Deal With Resistance
The Art of Sales with Art Sobczak - Un pódcast de Art Sobczak, cold calling and sales trainer
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We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses. The best way is to first agree with their side of the position, and then help them see the other side. There are writings that show this was taught 400 years ago. You'll hear how it was used then, and how you can use it now.
