I sincerely appreciate the questions and commentary I regularly receive from my blog posts. Recently, Jon K., a pest control door-to-door salesman asked this:
“One of the hardest objections I overcome is when a customer says. “I don’t have any bugs”. What are some of your win-win comebacks?”
Regardless of the product or service being sold, one of the most basic ‘win-win’ statements that can be made at first contact is that the potential customer already has what you are offering.
For example, if I begin my initial approach by introducing myself as “Lenny with Rove Pest Control“ and then proceed to say, “I’m sure you already have a pest control service but I was talking with the Johnson family next door and mentioning how several people have been switching over to Rove because of…” I have effectively established a ‘win-win’ statement by presuming the person already has what I’m selling.
If my assumption is correct, the potential customer cannot easily dismiss me by saying, “We already have a service” even though most people still reply in this regard. When they do, I simply say, “Of course, as I mentioned, most people already have a service in this neighborhood but what they are finding out is…”
Contrarily, if the potential customer responds by saying, “Actually, we don’t have a pest control service” you have effectively set the stage to explain why people in the area do subscribe to a pest control service. You might respond, “That’s perfect, I’m glad I stopped by then. The reason a lot of your neighbors are using our services is because…”
Effectively using ‘win-win’ statements gives you the chance to qualify more potential customers which of course gives you the opportunity to make more sales.
For more on ‘win-win’ statements, review Chapter 8 of Door-to-Door Millionaire: Secrets of Making the Sale
Thanks Jon…good luck!
Last month I was invited to speak to a group of 400 anxious door-to-door sales reps (pictured above). An entire theater was packed mostly in anticipation to hear from the keynote speaker, Taysom Hill, the starting quarterback at BYU. Knowing that Taysom would be there and the Super Bowl was only a week away, I prepared a message that compared momentum swings of the 2013 Super Bowl Champion Baltimore Ravens to the daily momentum swings that effect sales reps.
Specifically I identified 3 aspects of sales that can create positive or negative momentum:
Momentum will be a vital component to your success or lack thereof. Maximize the days when sales seem to come without much effort because these types of days may be few and far between. Make sure to make momentum work in your favor.
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.
With the inevitability of summer right around the corner, so too is the inescapable decision you must make concerning who you will knock doors for once you’ve completed your final exams.
Nowadays there are an overabundance of companies that hire door-to-door salespeople…which makes your decision on choosing which one to work for all the more difficult.
For 16 years I’ve observed trends of companies employing door-to-door salespeople which indicate if a sales rep is likely to have a bad experience and possibly not get paid for what they have earned. The following are red-flags that you should be aware of when determining what company to knock doors for this summer.
There is no question that you have a difficult decision to make…so don’t make it without doing your homework. You should know how long a company has been hiring door-to-door sales teams and talk with former salespeople of that company. Google reviews can also help you to decide whether or not the company you are considering will be a good fit for you.
If you have specific questions or comments you are welcome to click, ‘Contact Me’ at the top of this page and I’d be happy to respond. Best of luck in finding the right company for you and in your success this summer!
Earlier this month, Bill Porter, a legendary door-to-door salesman passed away at the age of 81. ABC’s 20/20, the prime time news magazine program, put together a feature story on Bill Porter in the late 90’s that changed my attitude and determination to becoming a successful door-to-door salesman.
The story can be viewed here on YouTube:
My favorite Bill Porter quote in the piece was when he responded to Bob Brown’s statement of dealing with rejection. Bill said, “You realize it’s the job, it doesn’t bother me.” Wouldn’t it be great if everybody had a similar attitude…just because your offerings or ideas aren’t accepted, shouldn’t mean that you become offended or feel that what you have to offer is less significant.
Throughout my years as a door-to-door salesman I would watch this piece as a reminder of how fortunate I was to be knocking doors and providing for my family. No matter how difficult of a day I was having, I would reflect on Bill’s story which served as an inspiration of resolution despite restrictions.
Tom Hallman Jr., The Oregonian reporter who originally wrote Bill’s story, stated so perfectly, “I think all of us want to think we have a little bit of Bill Porter in us. That’s one of Bill’s great features, is he’s a man really unspoiled by the times. This is a man from a different era, working in a world that really didn’t need a man like Bill Porter but what the world needs is not what Bill Porter is selling but Bill Porter himself.”
Thanks Bill…Rest In Peace.