5 Ways to Respond to Resistance When Booking Holiday Home Parties

by Barb Girson

In direct sales, when you respond to resistance the battle is first beaten in your mind then may be influenced positively by your mouth. Don’t try to avoid the resistance, seek to understand it.

 Here are 5 common reasons people resist booking home parties for holiday shopping. Be ready and empathetic to their reasons for saying no, and offer ways to reduce the resistance through your mind shift and your choice language:

1. “Everyone is busy!” – Yes. it is a busier time of the year. Accept that people are busier but this is the time to think of services that help busy people save time. Bring some cash and carry wrapped gifts to the party and offer them to the first few who order those items.  Offer gift bags for orders over a certain amount. If your company offers gift-wrapping, carry a sample to show how it looks.
2. “I am involved in a volunteer project or fundraiser.” – Offer a charitable tie-in – When you hear that someone is busy with a charitable, socially responsible fundraiser, recognize this is as a signal that giving back is important to this person. 
1. If your company has charitable tie-in, respond with emphasis on the program. Also you will find that offering you own charitable tie-in serves others well this time of the year. Suggest everyone to bring an item to donate to the party for the less fortunate. Donate a percentage of the sales on a designated item for a specific cause.  Create an immediate connection by showing support for the cause that your customer is involved in.
3.  “I am having family over for the holidays!” Entertaining – These are the folks that when you ask to book a party wince because they are having company for the big holiday dinner. This is a clue that they are already entertaining. Keep your cool and respond first by acknowledging that you realize what they are saying, “I understand what an undertaking it is to have company at your house this time of the year, however since your house will probably never look better…  Have you considered throwing a post-party to help thin out all those extra desserts?” (Pause, read the body language for acceptance or resistance and continue if appropriate.) “We could do something that weekend and gather those who are available. If you agree, you would have a built in-group for a catalog presentation at the holiday dinner — even out of towners may purchase.”
4.  ”I am traveling to visit my family.” Visiting family – Carry a catalog and collect orders. Schedule your party post travel and take advantage of the holiday shopping season.  Offer to give those who are going places a mini sample bag of products, marketing collateral or everything they need to gather orders. Plan a Pick-me-Up party for when they return. This is a set time when you will pick up the out of town orders and locals can then be invited to a quick Pick-me-Up party. This might occur in the morning so guests get a java jolt, some fun, and a quick, energizing presentation of your Top 10 Best Holiday Gifts.
5.  “I have so many gifts yet to buy!” -  “You and much of the world feel the same way. Creative gifting is my specialty. Would you consider a holiday shopping party and let me help you?”  We can depart from our regular presentation and showcase our Top 10 gift suggestions. Gather 10 friends and ask them to bring their holiday shopping gift list and presentation will be done in 10 minutes.

Barb Girson Original Work© 2011 All Rights Reserved

Edited by Robyn Brooke

Join My Ezine List

[Download the PDF Version of 5 Ways to Respond to Resistance When Booking Holiday Home Parties]

To bolster the ways you respond to resistance, participate in my Unforgettable Follow Up Day.

Other articles on this topic:

7 Steps to Booking Heaven

Tis the Season for Family Friends Follow Up-10 Timely Tips

________________________________________________________________

Permission to reprint this article is granted with inclusion of “About the Author, contact information, & active web site link”.