E sales resistance 2007 -3-13 ver 1

1. On Sales Resistance…
Ziya G. Boyacigiller
This presentation was created and given by Ziya
Boyacigiller who was leading Angel Investor and a loved
mentor to many young entrepreneurs in Turkey. We have
shared it on the web for everyone’s benefit. It is free to
use but please cite Ziya Boyacigiller as the source when
you use any part of this presentation. For more about
Ziya Boyacigiller’s contributions to the start-up Ecosystem
of Turkey, please go to www.ziyaboyacigiller.com

2. A New Paradigm
excerpt from High Probability Selling

3. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being
sold?
6. How do you feel when you’re selling?
7. How do you feel when you don’t make the sale?
8. How do you feel at the end of a selling day in which
you have made no sales?
9. In society is there a trust or distrust of salespeople?
10. What causes sales resistance?

4. 1. What is selling?
• Fulfilling of needs
• Providing service
• Pointing out benefits
• Art of persuasion
1. What is your objective when you sell?
2. What do you do to get the prospect to buy?
3. What will you do to get the prospect to buy?
4. How do your prospects feel when they’re being
sold?
5. How do you feel when you’re selling?
6. How do you feel when you don’t make the sale?
7. How do you feel at the end of a selling day in which
you have made no sales?
8. In society is there a trust or distrust of salespeople?
9. What causes sales resistance?

5. 1. What is selling?
2. What is your objective when you sell?
• Getting the prospect to buy
• Making money
• Closing sale
• ….
• GETTING THE PROSPECT TO BUY
1. What do you do to get the prospect to buy?
2. What will you do to get the prospect to buy?
3. How do your prospects feel when they’re being
sold?
4. How do you feel when you’re selling?
5. How do you feel when you don’t make the sale?
6. How do you feel at the end of a selling day in which
you have made no sales?
7. In society is there a trust or distrust of salespeople?
8. What causes sales resistance?

6. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
• Educate them
• Promise them good service
• Get to know them
• Point out the benefits of dealing with me/company
• Convince them
• Pressure them
• Put down competition
• Act like I’m a friend
1. What will you do to get the prospect to buy?
2. How do your prospects feel when they’re being
sold?
3. How do you feel when you’re selling?

7. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
• Anything
• Whatever it takes
• Scare them
• Manipulate
• Con
• Stretch the truth
• Lie
• Be insincere and unauthentic
• Be whatever they want me to be
1. How do your prospects feel when they’re being
sold?
2. How do you feel when you’re selling?
3. How do you feel …

8. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being
sold?
• Resistant
• Suspicious
• Resentful
• Scared
• Confused
• Hostile
• Like their intelligence is being insulted
• Pressured
• Vulnerable
• Abused
1. How do you feel when you’re selling?
2. How do you feel

9. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being sold?
6. How do you feel when you’re selling?
• Scared
• Vulnerable
• Like the prospect is in charge
• Not good
• Lacking in self-respect
• Abused
• Desparate
• Anxious
• Angry
1. How do you feel when you don’t make the sale?
2. How do you feel at the end of a selling day in which
you have …

10. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being sold?
6. How do you feel when you’re selling?
7. How do you feel when you don’t make the sale?
• Lousy
• Hurt
• Rejected
• Frustrated
• Resentful
• Like a failure
• angry
1. How do you feel at the end of a selling day in which you have made no sales?
2. In society is there a trust or distrust of salespeople?
3. What causes sales resistance?

11. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being sold?
6. How do you feel when you’re selling?
7. How do you feel when you don’t make the sale?
8. How do you feel at the end of a selling day in
which you have made no sales?
• Like a failure
• There has to be a better way to make a living
• Vulnerable
• Worthless
• Stressed
• Beat-up
• Drained
1. In society is there a trust or distrust of salespeople?
2. What causes sales resistance?

12. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being sold?
6. How do you feel when you’re selling?
7. How do you feel when you don’t make the sale?
8. How do you feel at the end of a selling day in which you have made
no sales?
9. In society is there a trust or distrust of
salespeople?
• Distrust of course
1. What causes sales resistance?

13. 1. What is selling?
2. What is your objective when you sell?
3. What do you do to get the prospect to buy?
4. What will you do to get the prospect to buy?
5. How do your prospects feel when they’re being sold?
6. How do you feel when you’re selling?
7. How do you feel when you don’t make the sale?
8. How do you feel at the end of a selling day in which you have made
no sales?
9. In society is there a trust or distrust of salespeople?
10. What causes sales resistance?
• Pressure
• Past experiences
• Insincerity
• Begging
• Selling

14. SELLING
CAUSES
RESISTANCE.
And, every attempt to mask
the selling objective causes
more resistance.