BRX Pro Tip: Focus on Motivation Rather than Resistance
Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor, here with you. Lee, what are a couple of tips or things that have worked for you when it comes to dealing with resistance?
Lee Kantor: Yeah. I think it’s that your mindset is so important when you’re doing anything. And to me, it’s better to focus in on motivation or positive movement rather than resistance or negative movement. So you want to be moving forward, not backwards.
Lee Kantor: And this is really why we work so well with business coaches, because business coaches are constantly working on today forward and they are not looking backwards. And it’s so easy to obsess about what’s holding your prospects back, the hesitations, the objections, the roadblocks.
Lee Kantor: But here’s the secret energy follows attention. If you focus on motivation instead of resistance, you’ll move faster. You’ll sell smarter. Focus on objectives, not objections. Instead of picking apart every fear or objection your prospect has, get curious about what their goals are. What are the outcomes they desire? Ask what’s most important to you in solving this? What change are you hoping for?
Lee Kantor: Motivation is what fuels decisions. Find it. Build your pitch around it. Resistance drags you down. Motivations pull you forward. Focus on what actions are driving you, and you’ll find more yeses, more satisfaction, and a lot less struggle in your day.
