Acknowledging resistance with phrases like I know you might not want to can lower buyer resistance by up to 50 percent.
Reactance Reversal
Core Principle
Victor Antonio leverages psychological reactance -- the tendency to resist when pressured. By naming the resistance before the prospect feels it, you defuse it. Giving people explicit freedom to say no paradoxically makes them more likely to say yes.
Step-by-Step Execution
Example in Action
You: I know you probably were not expecting this call, and this might not be on your radar. Zero pressure. But I came across something saving companies like yours about 15 hours a week, and thought it might be worth a quick look. Could I share just one example? If it is not relevant, I will get out of your hair. Prospect: Sure, I have got a minute. What is it? You: One of our clients in your space was spending 20 hours a week on manual reporting... [continues into value conversation]
Practice this technique with an AI-powered roleplay scenario.