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E-ssential
Message # 067:
Do you cut the throttle when you encounter sales resistance?
When novice motorcycle riders go into a turn a little too fast and run a little too wide, a natural, panic reaction is to cut the throttle to slow down -- often, with disastrous results.
Cutting the throttle creates a sudden shift in weight to the front of the bike and to the outside of the turn, standing the bike up and setting it up for a highside crash.
Instead of shying away from 'turn resistance', the more experienced rider knows that throttle, lean angle and cornering line all play together to help you come out of the turn faster and safer.
It's the same in sales.
Whether you're talking to a prospect about your product or service or presenting your recommended strategy internally, do you cut the throttle when you encounter resistance?
Don't do it.
Sales resistance is just one of the forces at play along with the other person's needs, interests and priorities. Instead of shying away from it, work with it. Ask questions about it. Make sales resistance your friend. And keep your head up, with your eyes on where you want to go.
Happy cornering!
P.S. For more photos of me at the race track, click here.
Who is Michel Neray and What's The Essential Message?
Your Essential Message is the most compelling thing about your business -- it would make anyone want to do business with you... (if only you could tell them what it is.) 
The result is a more cohesive workforce, stronger brand equity, greater sales effectiveness and the ability to outperform the market in revenue, market share and profitability.
The Essential Message was created by Michel Neray based on 25 years as an award-winning copywriter, an entrepreneur, a tradeshow pitchman and a senior sales and marketing executive. (He also rides motorcycles, does whitewater canoeing, and has his 2nd degree black belt in karate.)
For information about our corporate facilitation, copywriting and consulting services, or booking Michel to speak at your conference, please call 416 534-4766 or link to www.EssentialMessage.com.
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