4. Handling resistance.

Assuming you get resistance, it will fall into one of the following situations: request for more information, lack of interest/inertia, too busy, or competitive activity.

Request for more information on the telephone. This is normal, of course, but remember it can be a dangerous trap. First indicate that’s why you will be visiting him or her, to demonstrate the savings using visual aids (that you can not show over the phone.) At worst case, provide some additional information or small benefits, but don’t get trapped into selling over the phone. If he or she is interested, they’ll find the time to see you in person

If he or she indicates “I’m not interested” your response should be:
“I couldn’t expect you to be interested at this point, but you are interested in saving money in running your business aren’t you? That’s why I’d like to visit you. I’m sure that you’ll find one brief meeting of as much value as (name of a business close by) has”

• Similarly, the “too busy” prospect needs to be assured that this will take only 15 minutes

• Any resistance regarding pricing or competitive activity such as “I’ve been receiving a lot of mail recently from your competitors showing discounted pricing” or “We recently contracted for a better price”, “I’m not sure that the savings will be worth my investment in time” and so on. This type of resistance needs to be probed and qualified before you make the decision, if indeed; this prospect is worthwhile to visit