It’s an occupational hazard. We pitch a prospect, their defenses come up and it feels as though we are talking into nothingness. The less experienced seller thinks they’ve said or done something wrong while experienced ones have developed a healthy callus.
Here’s a strategy—don’t get hung up on approval.
Give yourself the inner approval to continue; carry on knowing that what you are saying is pushing a button. Assume so. It’s getting to them even if they show their poker face.
You have the power to not go down the sinkhole with customers—that’s self –mastery.
It’s alchemy actually and you can master this.
How? Stay connected to your core and confidence and cajole. Inject a lighthearted joke, or share something self-effacing—don’t make them wrong. They are either trying to make you squirm or they genuinely don’t want to be had or are thinking.
Here’s the biggie: you don’t have to be super serious to be seen as smart and capable. Levity goes a long way. Sometimes customers need a break from the heavy burden of decision-making and changing up the pace helps the two of you get through it and get on the same page.
The best advice I received was to practice pitching into nothingness. Pitch your cactus or a dining room chair and see if you can keep your energy and conviction when you aren’t getting any signals. It’s a wonderful practice to stay behind yourself and your wisdom and keep explaining.