by Jacques Werth
As new born infants, our survival depends on how well we can manipulate adults, usually our parents, in order to get what we need to thrive. We are instinctively programmed to keep trying all kinds of tactics to get nourishment, comfort, and safety. Fortunately, our parents and most other adults are programmed to respond well to this. We then continue to learn manipulation and persuasion techniques as our lives go on.
By the time we are in our teens, we have been inundated with hundreds of different marketing, advertising, and sales tactics. In response to those tactics, we learn how to resist the techniques that others use on us to try to make us do what they want. This is the origin of sales resistance.
Sales experts are constantly developing new methods intended to negate our sales resistance. However, no matter how subtle or persuasive their methods may be, most people have learned to intuitively sense it when they are being pushed or preyed upon.
Nevertheless, we have to buy stuff that we need and want. Given a choice, we prefer to buy from a person whom we trust. We also want to be trusted by others. It’s not easy to become the kind of salesperson that people feel like trusting. There is so much unlearning to do. However, when we succeed at that we are far happier with our lives.