Isaac Newton's Law of Inertia

Why Pushing Harder Doesn’t Work in Sales, Business, or Relationships

Newton’s First Law of Motion, also known as the Law of Inertia, states:

"An object at rest stays at rest, and an object in motion stays in motion unless acted upon by an external force."

While this principle explains the movement of physical objects, it also applies to human behavior. The harder we push—whether in sales, business negotiations, or personal relationships—the more resistance we create. But what if the key to progress wasn’t pushing harder, but rather knowing when to pull back?

How Newton Discovered Inertia

Isaac Newton built on Galileo’s experiments, where Galileo observed that objects, if not acted upon by friction or other forces, would keep moving indefinitely. Newton formalized this into the First Law of Motion, demonstrating that motion (or lack of motion) continues until something external forces a change.

His famous equation for force is:

F = ma

where:

• F = force,

• m = mass,

• a = acceleration.

This formula tells us that the greater the mass (or resistance), the more force is needed to create movement. In human interactions, when someone is "stuck" in their position—whether it’s a hesitant buyer or a person resisting change—pushing harder often only increases resistance.

Why More Pressure Leads to More Resistance

Think about a time you really wanted someone to say yes—maybe a potential customer, a colleague in a negotiation, or a friend in a disagreement. You followed up, explained your points logically, and kept trying to persuade them. But instead of moving forward, they became more hesitant.

This is inertia in action. When we push, we apply force—but the natural response is to resist. The harder we push, the deeper they dig in.

This is why so many salespeople struggle to close deals after multiple follow-ups. Or why in arguments, the more we try to prove our point, the less the other person listens. Just like in physics, resistance increases with applied force.

The Counterintuitive Solution: Stop Pushing, Start Pulling

Since force creates resistance, the key is to do the opposite—pull back. Instead of trying to convince, step away. Instead of arguing, agree. Instead of chasing, give space.

In Sales:

If a prospect stops responding, instead of sending another follow-up, try this:

"I sense this might not be a priority right now, so I won’t follow up anymore. If that ever changes, feel free to reach out."

What happens? More often than not, they respond. The moment they feel they aren’t being pressured, their resistance drops.

In Arguments:

Rather than continuing to defend your point, say:

"Maybe you’re right."

This disarms the other person. It doesn’t mean you’re giving up—it means you’re shifting the energy of the conversation. When you stop resisting, the other person often starts acknowledging your perspective too.

Another Powerful Technique: Slow It Down

Sometimes, the best move isn’t pushing forward or pulling back—it’s pausing.

If a conversation is stuck in an endless loop, say:

"I need some time to think about this. Let’s revisit it in a day or two."

Why does this work?

• It gives everyone time to reflect rather than react.

• It lowers emotional intensity, making agreement easier.

• Often, what seemed urgent or critical starts to feel less so with time.

Even in fast-moving situations, taking a short break—an hour, a few minutes, even a deep breath—can shift the conversation’s momentum. The key is recognizing that sometimes, waiting is the smartest move.

Using Inertia to Your Advantage

Understanding inertia isn’t just about avoiding resistance—it’s about working with natural momentum:

• In Sales: Create curiosity instead of pressure.

• In Business: Introduce small, incremental changes rather than drastic shifts.

• In Relationships: Step back when emotions escalate, allowing time to reset.

Next time you find yourself pushing harder and meeting resistance, try doing the opposite—pull back or slow down. You’ll often find that what wasn’t moving before suddenly starts shifting on its own.

After all, if the entire universe follows the Law of Inertia, why wouldn’t people?