Last month I received an email from Ty Brown, owner of a successful dog training business and host of Six Figure Dog Business, a weekly radio show on Pet Life Radio. Unbeknownst to me, probably because I don’t own a pet, Pet Life Radio has over 5 million monthly listeners making it the largest pet radio network on the planet.
Having recently spoken to a neighbor whose contracting business is booming because of door-to-door sales, Ty began searching to find an expert on the topic and came across my book. We arranged a phone interview which aired as the 40th episode of his show.
The audio version of this interview can be found here:
Towards the end of the interview, Ty asked me a question that I get asked a lot:
“What are some of the biggest mistakes you’ve seen made by salespeople?”
Being that I’ve observed hundreds of salespeople on the doors, I’ve noticed 3 Common Mistakes that are repeated over and over again. In fact, I witness these mistakes occurring daily by people in everyday conversation as well.
To be successful as a door-to-door salesperson you have to be interesting. If you think you can interact with potential customers with the same energy level you typically interact with common acquaintances, you will find that sales are difficult to come by. Think of the doorstep as your stage and accept the role of an enthusiastic salesperson. However, on the flip side, be careful not to over-act your part either.
The questions you ask should help you gather information that will simplify the sales process. Asking yes/no questions will not accomplish this objective. Ask questions that will help you to find out more about the potential customer and their situation. Don’t get lazy in your questioning.
When you ask a question, listen intently to the potential customer’s response. Salespeople who develop routines often forget that each person they are attempting to sell is an individual with distinct needs and wants. Good listeners are able to cater the conversation to the person standing in front of them, making the sales process more natural.
Great communicators are passionate about their message, ask intuitive questions and listen intently to their audience. As you make improvements on these common mistakes, you’ll find it easier to have meaningful conversations and make more sales.