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.
