When you change your story, you respond in a manner that

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The salesperson may respond in a manner he later regrets. He starts overselling in order to overcome the objection.

Or, he shuts down because nothing intelligent is entering his brain other than asking himself how to end this meeting quickly.

It’s time to change the story (trigger), which changes the emotion (response), which changes the outcome (regret).

Perhaps this prospect just invested with another firm that fell dramatically short of expectations, so they are protecting themselves from another salesperson that is promising the moon.

Maybe the prospect doesn’t know how to buy your product or egypt telegram data service. They are guarded because they don’t want to be taken advantage of.

“Mr. Prospect, that’s a fair assessment and you may be able to do this project yourself. Why don’t you and I discuss the pros and cons of outsourcing? At the end of our conversation, we should be able to figure out what is the best path for your organization.”

By changing the story and the accompanying emotion, you are able to execute the hard selling and influence skills needed to keep this prospect feeling safe and open to a bigger conversation.