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We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too. Fun!
The jet was probably traveling 500 MPH but it's funny how when the air is smooth, it doesn't even seem like you're moving, but when you add some serious bumps, you can feel every single one of those 500 MPH. It feels more like an out-of-control roller coaster!
Sales calls work the same way.
When prospects are rushed, disinterested, resistant or rude, the call feels bumpy, like a jet traveling through turbulence. When prospects are engaged, interested, and answering your questions, it feels smooth, like you're hardly moving.
So how can you get that smooth feeling on every call or meeting?
It's all about managing resistance.
When pilots encounter turbulence they might seek to find smoother air by lowering their altitude. When great salespeople encounter turbulence they must first seek to lower resistance. Most salespeople are unable to do this because it's more natural for them to respond with logic, talking points and specifications, which only serve to raise the resistance even more. Or they might be more focused on how their prospects don't seem to like them enough to buy from them.
There are only a few steps required to improve in this area.
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Observation and Awareness - pay attention! It's easier when you're listening than when you're talking.
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Lower Resistance - agree with them. Offer to leave. Ask if you're boring them.
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Ask a great question - about them - to get their attention and then follow up with an even better question to get them engaged.
