Salespeople selling new products spend 32% more face-to-face time with customers.
One important finding is that resistance to the sale typically occurs later in the process for new innovations than for established products. That’s because customers are often curious about new products, so more of them will say yes to an initial meeting. One buyer who rarely accepts appointments with sales reps commented, “I will always listen if someone brings me a new idea. I want to make sure we are staying current with the best of what is being done in our industry.” But as the process continues, customers become more hesitant to abandon the status quo
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One important finding is that resistance to the sale typically occurs later in the process for new innovations than for established products. That’s because customers are often curious about new products, so more of them will say yes to an initial meeting. One buyer who rarely accepts appointments with sales reps commented, “I will always listen if someone brings me a new idea. I want to make sure we are staying current with the best of what is being done in our industry.” But as the process continues, customers become more hesitant to abandon the status quo
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