Imagine that you are working with a client who expresses several forms of resist
ID: 423837 • Letter: I
Question
Imagine that you are working with a client who expresses several forms of resistance described in this week’s reading. Imagine what the client might say or how they might behave that would demonstrate these forms of resistance, and how you could respond most effectively to tactfully counter the resistance and persuade the client to move forward. Develop your main post based on this client – OD professional/consultant exchange for any three forms of resistance below, in terms of both what you might see and hear from the client, and how you would likely respond.
Form of Resistance
Client Behavior/Verbal Expression
OD Professional/Consultant Response
Give me more detail
Flood you with detail
Time
Impracticality
I’m not surprised
Attack
Confusion
Silence
Intellectualizing
Moralizing
Compliance
Methodology
Flight into health
Pressing for solutions
Explanation / Answer
The scenario presented is of a salesperson selling a water purifier to the client.
Client : I am not interested in purchasing a water purifier because we get pure water directly from the corporation and we havent got any problems with the same.
Salesperson : (Yes.... but method) Yes, I do agree sir that so far you havent got any problems. But do you know the number of deadly diseases like cholera, typhoid, dysentery happen due to impure water only. Tap water is pure only in the appearance, but has much of microorganisms like bacteria in it whcih cannot be seen with naked eyes but can be purified only by using our company's water purifier.
Client : Why are you selling the purifier at such high price? The other company's purifier is 2000 rs cheaper than yours.
Salesperson : (SuperiorFeature Method) Other company's purifier only removes the dirt and sand particles dissolved in water. Our company's purifier does three levels of purification. straining dirt,the candle purification which removes all the tiny particles and finally Ultra Violet radiation which kills the microorganisms.
Client : I am ready to purchase but do not have enough cash now.
Salesperson : (Another option method) No need to worry Sir, as we have a tie up with certain banks which offer loans to purchase the water purifier at low rate of interest. We do have EMI options where you can make the payment in equal monthy instalments and no need to pay the entire amount together.