The American essayist Hamilton Mabie once said about resistance:
Don’t be afraid of opposition. Remember, a kite rises against–not with–the wind.
So often in my management training sessions, participants are stymied by people who resist, whether it is an employee resisting a performance directive, a boss rejecting a suggestion, or a peer not willing to cooperate on a work issue.
The best salespeople are energized, not demoralized or defeated, by objections from their prospects. They treat such resistance as an opportunity to learn more about the prospect’s perspective, assumptions and needs.
I have a background in Gestalt psychology. One of our associates, Rick Maurer, is also steeped in Gestalt and uses its principles extensively helping his clients successfully implement major change initiatives. Rick recently recorded an 8-minute audio with some wonderfully simple and wise insights about resistance and how we can respond to it in a positive, constructive way. I hope you enjoy the clip.
Find more information on Rick at my firm, Fulcrum Associates, and at Rick’s web site.
