This episode delves into the concept of the "fake no" and knee-jerk reactions. Mortensen explores how subconscious triggers can lead to unwarranted objections and resistance from prospects. He uses various anecdotes, including a wedding reception at a funeral home and a study on desk organization, to illustrate how perceptions and subconscious triggers play a role in influencing decisions. Mortensen also addresses how salespeople can sometimes create their own resistance through their expectations and fear of objections, particularly around pricing. He provides tips on maintaining a positive demeanor and managing expectations to avoid manifesting these objections. The episode also includes listener emails, such as one from Antonio in Italy, and emphasizes the importance of understanding and overcoming objections to improve persuasion skills.
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