Overcoming sales resistance...
 

> he could sell only one housewife in ten when
> he was unable to get beyond the door,
> HOWEVER, if he made it into the house for a
> DEMONSTRATION, he sold 9 out of 10.

In my experience, anytime I was greeted with an objection at the door, by overcoming that, I was pretty well guaranteed a sale.

Here is an example:

Twenty years ago I was selling Filter Queen Vacuum cleaners. I went to this one prospects house who opened the door saying, "Look, I don't need another vacuum cleaner. (Without letting me in he reached behind him and opened a closet door) I have four cleaners now. One of them is the BEST you can buy. You might as well go home."

"Great! I'm glad you got the best," I said. "I'm only here to offer you a free gift for watching a twenty minute presentation of our new line. I get paid by the hour, and you can't buy this model."

Now...now. That's not a lie. If I refused to sell it to him, it's true... he wouldn't be able to buy it. (he-he)

However, later on I changed my mind and sold him the whole package.

You're going to get an objection. Chances are if you get it at the door, you won't get it when you pass over the warrantee card for them to sign.


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