No matter who we are, we will meet resistance on some matter every day. And, according to Kevin Daley, founder of Communispond, Inc. and author of “Talk Your Way to the Top” and “Socratic Selling,” the way we handle that resistance is often counterproductive.
In “Overcome Resistance with the Right Questions”, Daley notes that our default response to resistance is more selling. When we meet resistance, we roll out more evidence to support the idea. And, still we hear “no.”