The Advanced Selling Podcast The Resistance Factor: Why Smart People Avoid Smart Changes
Jul 28, 2025
Bill and Bryan tackle the intriguing psychology behind resistance to change in sales. They discuss why some quickly adopt new strategies while others remain stagnant. The conversation reveals how the fear of acknowledging flaws in current methods can paralyze even the top performers. Insights like the '10-80-10 rule' shed light on differing approaches to learning. They also confront the challenge of selling transformation, examining how to embrace bold moves for growth in business.
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Dementia and Obituary Request
- Bill Caskey tells a story about a 75-year-old friend, Chip, who is showing signs of dementia.
- Bill is asked to gather Chip's work history to help write an obituary, highlighting the sensitive nature of this task.
Culture Shapes Decision Speed
- Decision-making culture greatly influences company responsiveness to change.
- Decisive leadership fosters efficient implementation and motivates teams to act swiftly.
Set Timelines to Avoid Ghosting
- Use clear timelines and agendas to help prospects overcome indecision.
- Set future meeting dates proactively to prevent long delays and maintain momentum in the sales process.