Austin Maser uses a balloon metaphor to explain door-to-door sales: inflate pressure too fast and the prospect pops. Instead, apply pressure, let some air out to rebuild rapport, then re-inflate. The rhythm of push and retreat keeps them from rejecting.
One of the things that I'll do to defuse the buying pressure when I get hit with a spouse objection is I'll be like, oh yeah, happy wife, happy life. What's your wife do for work? Do I care what the wife does for work? Really? Why do you guys think I'm doing that? Building rapport and redirecting. Okay, so listen to this. So let's assume that a customer is like a balloon and you guys need the balloon to get this big in order for the customer to buy. You guys all following me? Well, what typically happens if you have a brand new balloon, it's not stretched out at all and you just I just blow it up like super fast. What's going to happen? Okay. It just pops like right here. But what happens if I blow it up and then I let some air out? What happens the second time I take a stab at it? It gets bigger. Customers are like balloons. Buying pressure can be applied, but then when they start to push back, I need to retreat just a little bit. And rapport is metaphorical of letting air out of the balloon. If you're with me, say yes. Yes.
