Streaming video - 15 minutes

Rob Mosley is a Managing Partner and Senior Director of Training and Development for Next Level Exchange. As sales consultants and recruiters, every time a prospective client or candidate has resistance of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary and even essential part of the sales process and should not necessarily be viewed as an obstacle but instead be viewed as an opportunity to influence, inform, and guide our prospects when the relationship is new, and trust is thin or perhaps nonexistent.

In this Quick Tip, Rob Mosley shares how to navigate resistance using the LACES model, an effective framework for responding to resistance at any stage of the relationship.


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