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Closing the saleSales Training Articles

5 Strategies to Remove Sales Resistance

People have resisted salespeople since the beginning of time. Just as salespeople have a default mode, prospects do, too. Their automatic response is to say, “No way, José.” Face it. People don’t want to be sold. This sentiment is increasing as we live more of our lives online. According to Terry Jones, founder of, 98% of all college students would rather purchase online. They avoid salespeople at all costs.
Shari Levitin Ghost in the RoomKeys to Success Selling TechniquesPersonal Professional DevelopmentSales Training Articles

The Ghost in the Room

It happens all the time. You’re lucky enough to land a qualified prospect, you create strong rapport, your customer loves your product, the price is right. There’s just one problem. They need to speak with their brother (or mother, or doctor, or lawyer, or board members) about it. This brother, of course, is vacationing in Italy and can’t be reached. I call this third party “The Ghost in the Room.”