A sales rep asked me a question recently that I’ve never been asked before. The question was if I preferred knocking on doors or ringing doorbells when selling door to door. He also inquired whether either of these techniques resulted in getting more people to answer their door.
I can’t say I’ve thought much about this, but it’s a valid question worth exploring.
When I’m knocking doors, I prefer to firmly knock 4 or 5 times and then listen for any movement inside the house. If I hear something, I’ll wait 15 – 20 seconds before I ring the doorbell. The purpose behind waiting 15 – 20 seconds is to avoid irritating the homeowner. If they come to the door irritated, selling them is more difficult.
After ringing the doorbell I’ll wait another 15 – 20 seconds, and if nobody answers the door at that point I’ll move on to the next house.
If there are no sounds coming from the home after my initial knock, I will cut my wait time in half before ringing the doorbell and then waiting another 8 – 10 seconds before moving on to the next house.
Be attentive after knocking on a door. Look and listen for clues of signs of life. Then, if you get the sense the house is empty, proceed quickly to the next door.
Successful sales reps are great time managers, and wasting unnecessary seconds at each door adds up over time. Maximizing your time on the doors will get you in front of more potential customers, thus increasing your overall sales total.
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Lenny Gray
Facebook: www.facebook.com/D2DMillionaire
Email: [email protected]
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 – 8 Essentials To Running an Effective Training Meeting by Clicking HERE.
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Like most anything else, there are a lot of learning layers in door-to-door sales.
One of these layers has to do with something most sales reps don’t give much thought to. This being, how close you should stand to the door when somebody opens it.
As I’ve observed door-to-door sales reps for nearly 20 years, I’ve found that many successful sales reps use a variety of techniques when it comes to proximity of the door.
Some turn their backs to the door, busily on their tablet or phone. The sales rep waits for the potential customer to start the conversation with something like, “Can I help you?”
Once the prospect initiates the conversation the sales rep casually turns around, slowly walks towards the person and says something like, “Sorry to bother you, but just really quickly let me tell you what I’m doing for your neighbors…”
This approach is effective because it’s non-threatening and comes across as the antithesis of how a potential customer expects a door-to-door sales rep to act.
My style is bolder and a bit more confident in that I want to grab the homeowner’s attention immediately by engaging in eye contact as soon as they open the door.
To ensure I don’t intimidate the prospect because of my close proximity, my body language is overly casual. I prop up one foot on their doorstep, I’m turned sideways with my tablet resting on my knee, and of course I have a big smile on my face. Also, I’ll usually start the conversation with something humorous to gauge the person’s attitude.
Keep in mind, it’s important to match your tone and proximity to the door. Meaning, if I were most comfortable starting in an non-threatening stance a ways off the doorstep, my sales pitch should reflect this tone. On the other hand, if I’m confidently standing right next to their door, my attitude should exude confidence.
Experiment with a variety of proximities and stances while on the doors and see which style matches your sales pitch best and work on making it great!
Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook
Lenny Gray
Facebook: www.facebook.com/D2DMillionaire
Email: [email protected]
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 – 8 Essentials To Running an Effective Training Meeting by Clicking HERE.
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As your company continues to grow, your day-to-day interaction with your sales staff may decrease, which can lead to your company’s sales principles and practices being compromised.
When you observe or are made aware of unethical sales practices being used during the sales process, it’s vital that you address these issues without delay.
In my experience, sales managers and owners are generally hesitant to approach high producers who are misrepresenting company policies and procedures. Managers and owners might say things like:
“I don’t want to throw him/her off their game so I’m not going to say anything about it.”
“As long as they keep selling, we can rectify any misunderstandings on the service side of things.”
“If I confront this sales rep, I’ll lose them to a competitor.”
The majority of time, in my experience, when sales reps are using unprincipled sales practices it’s because that’s how they were trained, or because they don’t understand company policy.
For example, my company (Rove Pest Control) does not offer termite treatments for customers who sign up for a general pest control service. Termite treatments have to be added as a specialized service. In fact, this policy is written in my company’s sales training playbook. Nonetheless, every year we have door-to-door sales reps who sell termite treatments as part of a general pest control service.
Most of the time the sales rep is acting in ignorance, thus when the issue is addressed with the sales rep it’s unlikely we see the issue resurface.
However, if we ignored the issue, we would be sending an indirect message to this sales rep and others that the company termite policy isn’t important.
As noted, it’s important to have company guidelines and polices stated in a company training manual. When a sales rep is approached, it will be less likely that he/she feels as though they are being singled out if written company policy is reviewed during the conversation.
At the end of the day, your customer’s experience with your company is paramount. Customers who are taken care of are more likely to be repeat customers and also refer new business.
If sales reps using unethical sales practices are approached promptly and professionally, they should be able to make the necessary corrections to their sale pitch which will increase customer satisfaction without sacrificing production.
For more information on how to get access to the D2D Millionaire Playbook, go to:
Best of luck on the doors!
Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook
Lenny Gray
Facebook: www.facebook.com/D2DMillionaire
Email: [email protected]
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 – 8 Essentials To Running an Effective Training Meeting by Clicking HERE.
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What’s the time frame to start developing your own door-to-door sales program or, when should you start making improvements to your existing program?
Two weeks ago I started the process of making improvements to my company’s door-to-door sales training program. Even though my company has been around since 2003, I still feel like I’m just scratching the surface on creating the perfect door-to-door sales training program.
If you are thinking about starting a program or want to make improvements to an existing program, you need at least a 6 month head start.
Inevitably I will have business owners call me in March and April wanting to start a d2d program in May. This is the definition of mission impossible. It’s not just about putting a d2d sales program together, but it’s about putting together a program that will be effective and long lasting.
Now that you know the time frame, now comes the more important part—where can you access the most effective door-to-door sales training materials?
That’s where I come in!
The D2D Millionaire sales training program has taken me over a decade to develop but you can get it all today! Not only that, but you can get it for over 90% off!!!
We are offering a limited time only flash sale at lennygray.com/training where you can get all the materials you need to establish a premiere door-to-door sales training program.
If you’re serious about starting a d2d sales program by next summer, you have to get started today!
We are even offering FREE Samples of each training category so you can get a sneak peek into exactly what is being offered.
The Whole Enchilada gives you everything for the best price, but you can also order individual packages such as my Playbook which is over 25,000 words of the most fundamental sales techniques your sales reps must know to be successful.
My Podcast package is over 11 hours of sales training that goes even further into depth of how to improve your door-to-door sales skills at different times of the year.
The Evaluation package shows you actual sales rep-customer interaction on the doors. Then the D2D Millionaire Team gives advice on how reps can make improvements.
The Expert Forum package will help to take your business to the next level by listening in on business leaders that share advice on hiring, recruiting and several other important aspects of running a successful business.
Want to know what’s most important for your sales reps to know before they starting knocking doors? If so, you absolutely need the Training Camp package. It’s over 5 hours of video footage that will teach you what your reps need to know before they begin knocking doors.
Go to lennygray.com/training today to take advantage of our limited time only flash sale and best of luck on the doors!
Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook
Lenny Gray
Facebook: www.facebook.com/D2DMillionaire
Email: [email protected]
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 – 8 Essentials To Running an Effective Training Meeting by Clicking HERE.
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Many companies that sell door to door, tout having “The Best” sales training program, but how do you really know if you are getting the sales training that will help you maximize your earning potential?
Here are 3 things to consider:
First, do you have access to top producers in the company?
Companies that have top producers will often glorify these sales reps and sell others on the idea of becoming equally as successful. Unfortunately, outside of brief video testimonials, the specifics of how the top producers do what they do are rarely shared.
At my company, Rove Pest Control, I make it possible for all of my door-to-door sales reps to ask me questions during weekly conference calls. These calls are extremely important for sales rep development and learning.
Being that I’ve logged over 12,000 hours on the doors, I’m an expert in door-to-door sales. There isn’t a question a sales rep could ask me that I haven’t encountered on multiple occasions. Beyond the weekly conference calls, my door-to-door sales reps also text or call me with questions.
If you don’t have access to the top producers in the company you work for, you will never reach your potential.
Second, are you given company-specific training materials?
We all know that Door-to-Door Millionaire is the best door-to-door sales training material out there! However, the company you work for should have additional training resources that outline the specifics of how to sell their products and services.
At Rove Pest Control, I’ve written an extensive training manual (over 125 pages) that teaches the essentials of how to sell Rove’s pest control service.
The products and/or services you sell should be detailed in writing so you can understand exactly what it is you are selling. The more you know about what you are selling, the more confidence you’ll possess, which translates into more sales!
Third, are you able to receive customized training?
Every sales rep has weaknesses. It might be ice-breaking, solidifying the sale, or closing. Therefore, it’s imperative you have the opportunity to receive customized sales training that will help you specifically with your weak points.
My sales reps send me audio and/or video of them on the doors while interacting with potential customers. This allows me the opportunity to provide tailored feedback on areas they can improve.
More often than not, when sales reps make the adjustments I suggest, they are immediately rewarded.
In fact, just this week I had a rookie sales rep who hadn’t sold more than 2 accounts in a day, send me audio of him on the doors with a potential customer. After incorporated my suggestions, he sold 5 accounts that same day!
THIS HAPPENS ALL THE TIME AT ROVE PEST CONTROL!
If the company you are working for lacks in any of these 3 areas, bring it up to your manager or an owner. Sales reps make a lot of sacrifices to sell door to door and deserve “The Best” sales training, not just a company that proclaims it.
If you are interested in learning more about working with me, click on the link below:
To learn more about launching a door-to-door sales program, or how to improve your existing program, join me and my team at the next D2D Millionaire Conference.
For more details, click the link below:
Did This Blog Help You? If so, I would greatly appreciate if you could comment below and share on Facebook
Lenny Gray
Facebook: www.facebook.com/D2DMillionaire
Email: [email protected]
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 – 8 Essentials To Running an Effective Training Meeting by Clicking HERE.
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