Understanding Back-Up Mode: The Key to Maintaining Control in Sales

Ever wonder why some sales conversations suddenly go south? It’s not just bad luck, it’s Back-Up Mode. When people feel pressured, misunderstood, or challenged, they default to their social style’s defense mechanism, shutting down real communication. In this episode, we break down what triggers Back-Up Mode in different social styles, how to recognize it in real time, and, most importantly, how to pivot to keep deals moving forward. If you’re in sales, leadership, or any role that requires influencing others, this is your ultimate guide to navigating high-stakes conversations with confidence.

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