Do you ever feel like you are just going through the motions with your conversations in door-to-door sales?
How we communicate with others is continually evolving. Now-a-days we don’t even have to use words to express how we feel because there are emoji’s for that!
Regardless of the communication evolution, being able to hold a genuine, educated discussion with somebody will yield the best results as a door-to-door sales rep.
As I’ve observed thousands of interactions between sales reps and potential customers, it’s obvious to me that sales reps who know how to have conversations are much more successful.
While observing a rookie sales rep interacting with a potential customer, I could sense his frustration as he couldn’t understand why a seemingly interested prospect wouldn’t sign up for the service.
This sales rep was following the steps of an effective initial approach, overcoming the person’s concerns, and closing, exactly as I taught him, but the potential customer just wouldn’t agree to buy. I had a sense the person didn’t fully trust the sales rep because she didn’t know the sales rep. Up to that point the sales rep made no attempt to converse with the prospect but was all about making the sale. I could tell this was a deterrent in having her pull the trigger and sign the agreement.
Knowing a sale was unlikely, I interjected with a simple question, “How long have you lived in the area?” This question spawned the makings of a great conversation. We talked about her hometown, what she did for a living, and her family. This changed the interaction from a sales pitch into a conversation. For the next five minutes we had a great conversation, and that’s what it took to earn her trust.
Not only did she sign up for service but she also gave us her credit card number to reserve a spot on the route. Admittedly, she told us that she never gives her credit card number out to anybody but apparently she trusted us enough, even though we had only known her for 15 minutes, that she was willing to give us her card number.
A simple question was all it took to have a meaningful conversation and shed the cloak of a stereotypical salesperson.
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A few years ago I attended an auction for a charity event and I was fascinated with the auctioneer. Although his words per minute were off the chart, I was able to follow just about everything he was saying. He had me and the entire audience captivated. However, despite him being entertaining there was no question that he was a salesman trying to get people to spend money on the items that were up for auction. Earlier this year I knocked doors with three auctioneers…errr, three of my sales reps who very well could have been mistaken for auctioneers. Although what they were saying was spot-on, how they were saying it was extremely salesy.
Unlike auctioneers, most people speak quickly because they are either nervous or so accustomed to saying something that they mindlessly rattle it off without much thought. The sales reps in question were certainly not nervous…they had all sold door to door before, so I concluded they were in such a hurry to relay their information that they were failing to personalize the message and make the potential customer think what they were saying was specifically catered to them and/or their situation (house location, age of home, pets, kids, etc.).
As sales reps, we have to pay close attention to the speed at which we are delivering our message. Notable is the fact that speed can vary depending on the person we are trying to sell. A potential customer backing out of their driveway may need to be spoken to more quickly than a potential customer sitting on their front porch in a rocking chair. Consider mirroring the speed of the person you are talking to. Most people will speak at an average speed, thus your speed should be average or conversational.
In general, speaking at a comfortable pace will allow you to cater the message and be perceived as less of a salesperson and more as somebody who is sharing information. Don’t be in a rush to get through your pitch, instead find ways to make each approach different. Talk at a comfortable speed and leave the speed-talking to the auctioneers.
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First, I want to give a huge thanks to all of our D2D Members!
Members receive monthly training materials for the development and improvement of their door-to-door sales programs.
Here’s a testimonial from David C., a member since March:
“It’s been a life-changer for my company. D2D is helping me come from a 500 account company to becoming a million dollar company!”
So what’s new in 2017?
D2D is making even more content available!
Training videos, podcasts, forums, playbooks, and evaluations will be readily accessible allowing clients to access more material, more frequently!
D2D Millionaire is THE resource for creating and improving a successful door-to-door sales program!
Integrity | Expertise | Results
Recently I was asked by a successful door-to-door sales rep if he should start his own company. Obviously, this isn’t a simplistic decision as there are many questions that need to be answered such as:
Do I want to shoulder the responsibilities that come with owning my own business?
Am I looking to build long-term financial wealth, or do I need money now?
Am I willing to take on the risks (financial, legal, reputational, etc.) associated with a failed attempt?
Am I prepared to sacrifice time away from family and fun to start my working days early, end them late, and be at the constant mercy of employees, vendors and customers?
Once these questions (and many others) are answered, then it’s important to thoroughly review the numbers. Here’s what I gathered from this sales rep:
Number of accounts serviced the past 3 years – 1,850
Average contract value of these accounts – $445
Revenue generated – $823,250
Commissions earned – $450,000+
He’s clearly done well for himself earning quick cash! However, as he’s getting older, his objectives are set on building long-term, sustainable income and he’s realizing that working for somebody else may not be the best way to accomplish his overall goals.
So let’s play out the scenario.
Hypothetically, let’s assume he starts his own company and runs a 20% profit margin. Over the course of the 3 year period he generated over $800k in revenue as a sales rep, his company would generate $1.3M in recurring revenue (assuming a typical cancellation rate) and would profit $265k. This is a far cry from the $450k he earned as a sales rep. However, he could potentially make up the difference in just over 2 years without having to knock another door.
This being noted, if he continued selling accounts, even on a part-time basis, the $185k difference could be made up in as little as 1 year.
In this scenario, the primary benefit for him, as he concluded, was the opportunity to earn money from sales he made years ago instead of having to start from zero each year as he’s been doing as a sales rep.
Granted, this is a simplified model, and there are many other factors that need to be determined before starting your own business. Nonetheless, this provides a baseline for you to determine if it makes more sense to further explore becoming a business owner or continue as a sales rep.
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This summer marked my 19th year in the door-to-door sales industry.
I’ve now knocked doors with over 400 sales reps!
Although it seems as though I’ve seen and heard it all, there are still valuable lessons I take from each selling season.
Top 5 Lessons of 2016
Door-to-door sales is not for the faint of heart. It’s difficult, demanding and downright discouraging. However, those who cross the finish line having given their best effort throughout the entire race, can take courage knowing whatever challenges they face in life can be overcome.
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