NLP gives you some powerful tools to apply to dealing with resistance. It’s just a matter of actually breaking the process down, understanding what is happening, and having the flexibility to apply what you know.

To start with, there are a few things to consider when dealing with resistance. Most people approach sales prepared to have to face objections hoping they have enough rebuttals (or “come backs”) in order to “win” the close. While it’s indeed useful to have some persuasive responses when addressing a concern (a.k.a. objection), it’s makes for a much smoother transition into a close when you’ve taken preventive measures first. Overcoming objections should be “when all else fails.”

Let’s break down this process into 3 areas: 1) Adopting the Self-Responsibility Mind-Set, 2) Inoculating Objections and 3) Overcoming Objections.

1) Adopting the Self-Responsibility Mind-Set

Think of another person’s resistance as something you’ve created. It’s your fault. That’s right. The first step is to accept responsibility for their resistance. This is because the other person can only resist something you’re doing or saying, or something you haven’t done or haven’t said (or addressed) yet. Is this true all the time? No. But it’s a much more useful and empowering belief to have in an interaction. Most importantly, this mindset keeps you in control of the outcome. 

You are the only one in complete control over your behavior, what you say and do. So it’s important to regard resistance as your problem, not the other person’s. This way…you are still in control. By assigning blame to them, or categorizing the other person as resistant, you are forfeiting control to them to determine the outcome of your conversation.

In part II we’ll discuss “inoculating objections” 

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