Hi there, it’s Matt here.  I wanted to share something that I read today that I hope you are not doing.

Like most of us in sales, we are always trying to find a new, better way to get ahead and make more money.  If you’re like me, you have tried to emulate (copy) the methods used by the supposed experts.  I know I have been guilty of doing this.

But today, I ran across something that I can’t believe he’s recommending with a straight face.  I had to double check that it wasn’t April Fool’s Day, but that was yesterday.

So what is he teaching his readers to do?

“The more objections you get throughout your sales process, the more likely it is that you are moving toward actually making the sale.”

You’re kidding me, right?

Quite honestly, this is straight out of the Harassment Playbook.

This has about enough chance of working in a sales environment as it does picking up a girl in a bar, asking for a job, or asking a friend for money.

And it definitely didn’t work for Bob Filner.

Why do sales trainers think that you are going to buy this?

It doesn’t have to to be this way.

There’s a fundamental problem with this whole approach.  It’s that salespeople have been taught for decades that a customer telling you “No” is a good sign.  Does this work in any other area of your life.

I don’t know about you but it never has for me.

When a customer tells you “No”, two things are going on that you HAVE to pay attention to.

1.  A customer saying “No” is not an objection, it’s a rejection.

You already know this.  Everyone knows this. When your prospect is telling you “No”, it’s pretty simple.  They mean “No”.  To this point, when was the last time you said “No” to a telemarketer when you really wanted to buy what they were peddling?

I didn’t think so.

2.  The customer is asserting his power and dominance over you.

This is a point that virtually every sales trainer is ignorant of.  They just have no idea of what’s really going on, so they just make up a sad, pathetic explanation that they customer rejecting them is a good thing.  I used to believe that until I woke up and realized that there is virtually never a situation in any other area of my life where this is true.

So what do you do?

The habit itself is hard to break, but it’s actually pretty simple in theory.

You flip the roles.  You take your power back.

What do I mean by this?

You have to stop putting yourself in a position where you are subjugating yourself and positioning yourself to be rejected over and over again.

You have to strike first.  What do I mean?

By learning how to “pre-arrange” the chessboard so that your prospect begins from a reactive standpoint, you can accomplish a couple incredibly powerful things.

1.  You will never have to deal with a prospect’s rejection EVER AGAIN.

2.  You will get them so curious about you that they will be trying their hardest to engage you in a conversation.


The sale is there for the taking.


To your abundance,

Matt Hallisy

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  • 2 Response Comments

    • Matthew Hallisy  April 4, 2014 at 10:35 am

      Great question Joe.

      In order to get the chessboard prearranged the way you want it, there are definitely things you can do to get you there. But before we talk about “what to do”, it’s crucial to understand why the prospect goes into their “judo stance” in an almost instinctual manner. People have been inundated by way too many pushy, overambitious salespeople throughout their lives that, in almost every situation, their minds have been programmed to react in a way that puts protects them from being taken advantage of by these kind of sales people. If you aren’t aware of this, you will be the next rejection they issue….unless you know how to take advantage of it.

      When prospects identify you as a salesperson, they immediately (and often subconsciously) view you as a pest, lower than them, and someone who is trying to get over on them. Why? Because most salespeople are. They care more about their sale than making sure the customer gets more of the benefit from the sale. They are just chasing their quota and trying to get their manager off their back. The prospect simply doesn’t want to repeat the long, drawn out process of being courteous while saying No. It’s merely a time management reaction. From this point on, unless you do something about it, every word you say will be viewed through the this prism.

      So how do you not only avoid this from happening…but also make it work to your advantage?

      1. It starts before you even begin the encounter. If you engage the prospect simply as a tool to help you get what you want, all your communication is going to scream “Salesperson!” and you’re going to get the judo stance. I’ll be going into more depth on this in the future.
      2. Prospects are used to being the one to reject the salespeople. This allows you to use (as Jerry Seinfeld stated) “the pre-emptive breakup”. It’s Human Nature 101. People like being able to hold the power to end the encounter as the rejector. Even more powerful, people hate being rejected. They will often go to any length to rectify the rejection. So flip the switch and find a reason to disqualify them. Pretty much no salesperson will say this. When this happens, their subconscious mind tells them that “the danger has passed” and they get out of the judo stance. What you ask doesn’t matter much, it’s just important to get a “No”. When they say “No”, you can talk about the fact that you probably can’t work with them because they failed to meet a prequalifier. Their pride is going to be injured and they’re going to view you in a superior perspective to them. This is how you can make the customer’s tendency to reject salespeople work to your advantage.
      3. Join them in demonizing the pushy salesperson. Whether it’s political, religious, or philosophical, people form bonds between others with a like mind. I used to work in an industry where a dozen companies would call my prospect. As a result, my colleagues were always in a rush to call first when it wasn’t necessary. When I got a hoId of a prospect for the first time, I used to start out the conversation by saying, “Wow, you must be having a tough day…so how many calls did you get from pushy salespeople? 20?” This immediately puts them in a frame that I get just as put off as they do. Subconsciously, they know that I will be different…and I’m treated accordingly…immediately.

    • Joe  April 3, 2014 at 6:58 am

      What are some of your ideas on how to prearrange the chessboard to get the prospect in a reactive mind frame?

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