When we’re trying to influence someone towards a complex idea, the path of least resistance is real.

Human behaviour, just like nature, will take the path of least resistance.

When someone is sharing a complex idea with us, in a sales or leadership scenario, if we can’t capture the idea in our mind, the path of least resistance is to walk away or ignore it.

However, if it’s presented in a way we can’t ignore, the path of least resistance is to accommodate it and make it work for us.

The easiest way to create this pathway is to shape the environment – the environment always wins.

A key part of the environment in the sales process is what is visually put in front of the customer.

When we create a visual model, we are building an environment that we can place this complex idea inside of.

As people understand the model, the idea starts to come into focus.

If one part of the model is true, the human brain assumes the rest of the model is true.

It’s easier to believe the model than to try and think through the parts of the model and challenge it.

A model becomes the path of least resistance to the acceptance of the idea.

What’s your path of least resistance in selling and what do you do to create that slippery slope toward the agreement of the idea?