There are a few lessons one learns quickly in sales.  Basically, there are two kinds of buyers--those who try to lie their way out of buying and those who cross their arms and try their best to ignore the salesperson.
I could go into the ways to disarm those "smoke screens", but this is not really a post about how to be a successful salesperson.
Instead, it's about how success in sales translates into understanding people in general.  Those same two truisms apply to most people.
However, having dealt with both types hundreds of times, I can tell you I am a stubborn person; neither tactic will deter me from getting from Point A to Point B any more than it deterred me from making my sale.
I recognize the rationale behind the two; I understand them; and I will not be discouraged by them.  Quite frankly, I consider both rather cowardly.
I'm an upfront person.  I say what I have to say, and I anticipate that sooner or later, the person  will respond.  Until he does,  I will continue making my pitch.
Now, sometimes, the decision maker will try fooling me into listening to another party present the case.  No good!!!  A successful salesperson zeroes in on the "decision maker" and will turn the other person aside with absolutely no interest in his/her opinions.  
I'm willing to wait as long as it takes because that's what good salespeople, who are really just astute  at understanding human behavior do. 
The answer doesn't have to be "Yes"; there may be good reasons for it to be "NO".  However, the "cross the arms and try to ignore me" approach is not going to deter me.
The sooner a person enters into a meaningful discussion, the sooner we get from Point A to Point B.


/p>