Resistance to Doing the Trust and Respect Inquiry (TRI)

Resistance is a natural reaction to being pushed.  This is a core concept in High Probability Selling (HPS).

If you feel pushed into buying an idea, it’s just like sales resistance.  The more someone tries to convince you, the more the resistance builds.

That’s the problem with the Trust and Respect Inquiry (TRI).  When people sense that it’s being pushed onto them, they resist it.

So who’s doing the pushing, and why?

The authors of the book High Probability Selling felt very passionately about the TRI.  They really wanted people to benefit from this, and that desire came through in their writing.  Passion about what you are selling can make people feel pressured, and I believe that’s what happened here.

We handle this differently today.  Still passionate, but less pushing, and we offer more choices.  We teach a gradual approach to the TRI, and we don’t make it mandatory.

For more information about the TRI:
You Have to Get Personal
Establishing a Relationship – Revisited


Workshops in Dec 2018:  Chapter 12 Updated on Tue 11 Dec for $95

Resistance to Doing the Trust and Respect Inquiry (TRI)

We Are All Salespeople At Birth

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.

We Are All Salespeople At Birth