Some people just won’t take your advice — and the moment you tell them something is perfect for them, they’re out the door. In this episode, host Harwin introduces the concept of the polarity responder, a term borrowed from hypnosis and NLP that explains why a chunk of the population automatically does the opposite of what they’re told. Especially among older, more experienced customers who’ve seen it all, a direct “This is great for you” can trigger instant resistance instead of a sale.

You’ll learn how to spot a polarity responder, why traditional benefit-listing fails with them, and the simple but powerful fix: takeaway selling. Harwin walks you through a concrete example — from a bike shop floor — showing how to lay out all the benefits and then say “actually, this might not be for you,” flipping their natural reverse instinct into genuine interest. It’s a face‑to‑face persuasion tool that can unstick stuck sales and turn friction into compliance.

The SeoWolf Podcast delivers no‑guru, street‑smart persuasion and internet marketing insights you can use today. Hit subscribe and learn to sell with someone’s resistance, not against it.