Sales People Don't Want to Be Overcome

A lot of what we're taught in sales is seller focused. Neil Rackham was a guy who created spin selling and he wrote another book called Fire Centered Selling. And that's buyer centric. The idea of overcoming anyone and anything is a pretty crappy feeling. People are going to get defensive. As you know, people love to buy, but they hate to be sold. So instead of trying to overcome objections, whether it's personally, professionally in sales, or just you're trying to share an idea at work,. If they object, they're basically helping, right?