#14 - How to Overcome Resistance

They say, with Avon and in any sales job or business, you should leave brochures (or go visit) with a potential customer for at least 4 campaigns (or weeks) before they will order.  They want to know that you are going to come back, they want to like you, and they want to trust that you are not going to give up on them before they place their first order with you. 

Know . . . Like . . . Trust

+

Persistance

=

Loyal Customers

Day #14 - How to Overcome Resistance
by Bob Oros

Customers resist even the best ideas. The resistance starts with a negative feeling about the product, service or program. He or she hasn’t looked into it yet. The immediate resistance is general. First of all, there’s the risk. What if the idea doesn’t pay off or the product doesn’t perform?

Also, something new means change. And maybe the change will be uncomfortable. It will cause trouble, and who needs trouble?

All this makes the prospect feel that they don’t want to hear about what you are trying to sell. Even if you get them to listen, their generalized resistance adds strength to the objection.

Your customer will be on the defensive before you even begin to sell. It is in a person’s nature to fear making a change that will cost money. During a sales presentation, your customer will almost always respond negatively to your pricing. It is part of their strategy to get you to lower your price.

By knowing what to expect you avoid giving in without making a case for your product. Salespeople frequently make the mistake of offering discounts up front in order to head off a potentially negative discussion about price.

A sales manager I worked for insisted that I call on a certain account every week even though it seemed hopeless to ever sell them. On the very first call the customer tore my business card up in little pieces. The customer had a problem with a previous sales person. The sales person had left the company with a grudge and had left several things undone. This particular customer had several special orders for a banquet. The day the product was due for delivery the customer found out that the sales person had quit and never turned in the order.  However, I followed orders and finally, after 37 weeks of calls, he gave in and bought something from me. If it had been up to me I never would have done it, however, the boss followed up and asked me every week if I made the call.

Have the necessary persistence to overcome their resistance and plan to outlast the competition. You have the knowledge of knowing you can turn them into a customer as long as you stay with it.

Are you a person with vision or a short-range “whatever” person? Do you make things happen – or do you let things happen?

A person without vision has to have instant gratification. They work on small goals that don't require too much effort. They are usually short on patience. If they can't have it now - they don't want it. A person without vision is always opening new accounts by making promises that are impossible to keep. A person without vision is TOUGH to work for.

On the other hand a person with vision can plan into the future.  They are able to look ahead and SEE the business they are going to have. They are always planting seeds today for tomorrow’s business. They are not put off by hearing the word NO. A person with vision will do what they have to do even if they don’t FEEL like it. They know the best accounts are the ones that are hard to get.

And this is where persistence comes in.

PERSISTENCE - The number one quality of a person with vision. There are success stories that are simply unbelievable when you hear about the length of time it has taken a person with vision to land an account. This quality of PERSISTENCE is of vital importance in sales.

"Nothing in the world can take the place of persistence. Talent will not; there is nothing more commonplace than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not; the world is full of educated derelicts. Persistence and Determination alone are omnipotent. "  Earl Nightingale.

Do you have persistence? Take the test to see how much persistence you have. Ask yourself this one question - what is your biggest accomplishment and how long did it take to accomplish it? If you have a major accomplishment that took you over THREE YEARS - welcome to the club.

www.BobOros.com