Here is my first video blog. It’s about resistance to sales, and I hope you will like it.
The Onion Model
My Onion Model is at the core of Handling Resistance. It sets out the layers of resistance we encounter – whether to our ideas, to change, or to our sales proposals. In the video, I am talking about the fourth layer of resistance to a sale; when the potential customer says something like:
‘I don’t like your proposal.’
In the Handling Resistance Pocketbook, you will find three versions of the Onion Model:
A generic version
A version adapted to resistance to change
A version adapted to sales objections
Handling Resistance 