Tag Archives: sales objections

Yesterday, I posted the first part of an article published in the September 2011 issue of Training Journal.  I describe how I developed the Onion Model that is at the centre of The Handling Resistance Pocketbook. Here is Part 2 of that article. From one Model to many… It was around 2004 when a client asked me to extend a presentation skills programme to offer advanced workshops and coaching to small groups. Among their particular challenges, one came up again...

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14 Oct 2010

The Handling Resistance Pocketbook

“Using thought-provoking frameworks supported with examples and insightful asides, Mike Clayton brings his talent for providing clarity to a challenging and essential topic.  Anyone seeking to influence or lead change will benefit greatly from this work.” Nick Alcock, Corporate Learning and Organisational Development Manager, Royal Borough of Kensington and Chelsea Published by Management Pocketbooks, 2010 There really is no book like this.  Using Mike’s own Onion Model of resistance, you will learn how to understand resistance, engage with it positively...

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