If a customer is reluctant to buy because the product is not well established,a good strategy to overcome this concern is to:

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Using testimonials from satisfied customers can help to establish the product's credibility and build trust with the customer. This can be especially effective if the testimonials come from individuals or businesses similar to the prospective customer, as they will be more likely to identify with the positive experiences shared by these customers. Demonstrating the product can also be helpful, but may not always be feasible depending on the nature of the product or the sales environment. Direct and indirect denial are generally not effective strategies for addressing customer concerns, as they can come across as defensive or dismissive of the customer's apprehensions. While reducing the price may encourage some hesitant customers to make a purchase, it does not address the underlying concern about the product's credibility and may also harm the product's perceived value.

If a Customer Is Reluctant to Buy Because the Product