December 2016
 
 

auctioneer

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.

 

Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook

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Lenny Gray

Facebook: www.facebook.com/D2DMillionaire

Email: lennyg@D2DMillionaire.com

P.S. If you are thinking about starting a Door-to-Door Sales Program, or looking to improve your current program, be sure to check out my FREE Video Training – How to Run an Effective Door-to-Door Sales Training Camp for your Sales Team by clicking HERE.

If you enjoyed this post, The Sales Killer, please retweet and comment below.

 
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November 2016
 
 

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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

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small-business-stress

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.

Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook

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Lenny Gray

Facebook: www.facebook.com/D2DMillionaire

Email: lennyg@D2DMillionaire.com

P.S. If you are thinking about starting a Door-to-Door Sales Program, or looking to improve your current program, be sure to check out my FREE Video Training – How to Run an Effective Door-to-Door Sales Training Camp for your Sales Team by clicking HERE.

If you enjoyed this post, Should You Start Your Own Company, please retweet and comment below.

 
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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

  1. Training is Vital: Sales reps who receive inferior training can expect an inferior experience.
  2. Repetition is Key: The more time on the doors, the better the sales rep. Reps who put in the time, reap the rewards.
  3. Integrity Matters: Sales reps who accept and practice unethical behavior on the doors are shameful.
  4. Competition Sharpens the Sword: Reps can achieve amazing results through healthy competitions among their peers.
  5. I Love What I Do: I find it extremely rewarding to see sales reps work hard and achieve their goals.

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.

Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook

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Lenny Gray

Facebook: www.facebook.com/D2DMillionaire

Email: lennyg@D2DMillionaire.com

P.S. If you are thinking about starting a Door-to-Door Sales Program, or looking to improve your current program, be sure to check out my FREE Video Training – How to Run an Effective Door-to-Door Sales Training Camp for your Sales Team by clicking HERE.

If you enjoyed this post, Another Summer, 5 Lessons Learned, please retweet and comment below.

 
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food

Have you ever eaten an entire meal only to find that once the last bite has been taken you are still hungry? Selling accounts and not getting paid because your customer didn’t follow through on their commitment is a similar feeling.

You generate interest with a carefully crafted initial approach, you thoughtfully customize an explanation of your service to perfectly fit the customer’s needs, and then painstakingly go through each detail of the service agreement only to find out that when services are to be performed your customer has changed their mind despite all of your best efforts and there is nothing you can do or say that will change their mind.

For a salesperson, this has to be the worst feeling EVER! You are helpless, hopeless and you’ve wasted time that could have been spent with more promising prospects. The thought of my customers changing their minds used to keep me up at nights during my first summer as a door-to-door salesman. Through trial and error I found 3 techniques that helped me to solidify my sales and limited my cancellations.

  1. Talk with both spouses. Unless I had no doubt that the spouse I was talking to was the ultimate decision maker, I would make a return appointment to meet with the other spouse to ensure both decision makers were on board. I was certain that I would make a far better sales pitch to the other spouse than their counterpart would.
  2. Forecast the forecast. Make a habit of knowing the weather forecast for the coming days so you can explain to your customers the challenges that the weather could create. For example, “Because my service technician will be installing equipment on the exterior of your home and there is rain in the forecast, understand that unless it is an absolute downpour, he will be able to install all of your equipment tomorrow as planned.” Or, “As I’m sure you are aware there have been some high wind warnings for tomorrow so I want you to know that if the winds are extremely gusty during the time of your appointment we will just focus on servicing the interior of your home and then make arrangements to take care of the exterior service another day.”
  3. Encourage your customer by reminding them of the great deal they are getting. While wrapping up a sale you could simply state, “I appreciate your time and know you will be pleased with our services, especially with the fantastic offer you are taking advantage of today.” By concluding your conversation the same way you started it…think Black Friday…you will tie a nice bow on the entire experience for the customer making them less likely to change their mind.

By implementing these 3 techniques during my 3rd summer as a door-to-door salesman I was able to sell 674 accounts and 668 of them were serviced. That’s less than a 1% cancel rate! These techniques assisted me in minimizing cancels and maximizing earnings. Just as it makes no sense to eat and not get full, it makes no sense to sell and not get paid. Make each sale count!

 

Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook

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Lenny Gray

Facebook: www.facebook.com/D2DMillionaire

Email: lennyg@D2DMillionaire.com

P.S. If you are thinking about starting a Door-to-Door Sales Program, or looking to improve your current program, be sure to check out my FREE Video Training – How to Run an Effective Door-to-Door Sales Training Camp for your Sales Team by clicking HERE.

If you enjoyed this post, 3 Tips for Selling Solid Accounts, please retweet and comment below.

 
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