When someone tries to sell us something, we prepare ourselves for the onslaught.
We raise our defenses. We hide behind filters. We prepare our rebuttals and get ready to say NO.
Why such an extreme response? Because we are used to the sale process being adversarial.
And we know that an experienced salesperson has a hundred tricks and schemes in his playbook. He’s been doing this for years. He has been trained to win, to demolish objections, and to close the sale.
It’s little wonder we go on the defensive.
Of course we do. We’re under attack.
At least, this is the way things used to be.
