The sales tactic that backfired (in my face)

Having someone call you out in front of your entire mastermind.

On Tuesday, I was teaching the psychology of closing in our “Don’t Get Spooked by Sales” series.
I was explaining Tom Hopkins’ alternative close technique, the one where you give prospects two choices instead of a yes or no option.

“Would the $50K investment work better, or the $100K?”

That’s when Aaron spoke up.
“Chris, you did this to me when you were trying to close me into the mastermind. And I knew you were doing it. It annoyed me, honestly.”

Dead silence.

The nightmare every syndicator has just happened to me. In real time. On Zoom. With nine people watching.

Here’s what Aaron was experiencing, and what your investors feel when you use textbook closing techniques.

Reactance theory explains that when people feel their freedom of choice is threatened, they become motivated to protect it.
They often react by doing the opposite of what they are told.

Think about it. When someone corners you with
“Would you like to buy today or schedule a follow-up call?”
your brain is not thinking about IRR.

It is thinking, “I need to get out of this trap.”

High-pressure sales tactics and perceived manipulation trigger psychological reactance and resistance to persuasion.

That resistance is not personal. It is psychological.

Research shows we all have three basic psychological needs:

When you use a closing technique that removes autonomy, their brain goes into fight-or-flight mode — the same reaction as walking through a haunted house. 👻

Most people try to “overcome” objections.

They see resistance as something to bulldoze through:
📊 More facts
⏰ More urgency
💬 More social proof

But research shows prospects often object simply to assert their autonomy or slow down the process.

They are not rejecting your deal. They are rejecting the feeling of being controlled.

And the harder you push, the harder they push back.

So what did I tell Aaron when he called me out?

I gave him two strategies backed by Self-Determination Theory.

Give so much value upfront that the ask becomes inevitable.
When people feel they have received value first, they do not trigger reactance. They activate reciprocity.

This is the game-changer.

Instead of:
“Are you ready to invest?”

Try:
“Can you poke holes in this for me?”
“Where does this not make sense?”
“How would this not work for you?”

Research shows that acknowledging objections proactively demonstrates respect for autonomy and reduces psychological reactance.

You are not manipulating them into a yes. You are inviting them to say no.

Even adding phrases like “It is completely OK if you say no” can reduce resistance and build trust.

When people feel permission to reject you, they stop feeling trapped.
And when they stop feeling trapped, they start actually considering your offer. 💡

This was our October mission in MoneyMental: to help you stop feeling spooked by sales.

Because when you understand that objections are invitations, not rejections, everything changes.

You are not a manipulator. You are a guide.

And guides do not push people off cliffs.
They ask, “What do you need to know before we start this journey together?”

Chris

Want to learn the complete psychology of raising capital without feeling sleazy?

The MoneyMental Mastermind teaches you how to build unshakeable conviction and psychological safety in every investor conversation.

Check it out here: https://moneymental.circle.so/moneymental

Brehm, J. W. (1966). A Theory of Psychological Reactance. Academic Press.
Deci, E. L., & Ryan, R. M. (2017). Self-Determination Theory: Basic Psychological Needs in Motivation, Development, and Wellness. Guilford Press.
Dillard, J. P., & Shen, L. (2005). On the Nature of Reactance and Its Role in Persuasive Health Communication. Communication Monographs, 72(2), 144–168.
Sheldon, K. M., Williams, G., & Joiner, T. (2003). Self-Determination Theory in the Clinic. Yale University Press.
University of Rochester Medical Center. Self-Determination Theory of Motivation.