In this episode of the Cold Calling Podcast, Josh Braun joins the show to teach about the zone of resistance. When people sense a pitch, they pull back because they don't want to feel the pressure to buy something. The lesson today is not to persuade or assume but to discover if they have a problem. The intent is different, as well as the tonality. Josh suggests to “peel the onion,” or to get the prospect to share how they’re doing things, and to stay there before hitting them with a pitch!
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The Cold Calling Podcast