Teaching sales reps how do an effective initial approach is one thing but showing them is another. In this blog, I’m going to show you my initial approach from an actual encounter with a potential customer and break down the reasons why I say what I say and do what I do.

The first thing to point out is my demeanor before the potential customer opens his door. I’m laughing and talking with my videographer, so when the door opens, there’s not an ounce of tension. Oftentimes I notice sales reps who are too serious and anxious before the door opens. Having a relaxed demeanor and smiling goes a long way in making you and the potential customer feel more relaxed. Although you won’t always have somebody knocking doors with you, you can still portray a sense of enjoyment and confidence when the door is answered.

Second, this customer showed he was interested in talking by coming out on his front porch and closing the door behind him. I interpreted this as somebody who was willing to engage in conversation. Because of this, I extended the ice breaking opportunity a little longer than I normally would.

After breaking the ice, I introduce myself and go right into a name-drop. These are important aspects of effective initial approaches because you legitimize why you are in the person’s neighborhood.

Next, I give an explanation of what’s going on in his neighborhood and then get in front of a common concern. The common concern in this instance is the neighbors hadn’t been seeing much pest activity. Therefore, I address this concern by explaining why getting a pest service is necessary prior to having any issues.

Another thing to observe is my body language. Remember, as noted in my book, Door-to-Door Millionaire: Secrets of Making the Sale, being a door-to-door sales reps is like being an actor on a stage and you have to put on somewhat of a show. I’m using my hands to point out areas where pests can nest, vulnerabilities of the home, etc.

Next comes the, ‘what am I offering’ portion of the initial approach, which mixes in the Black Friday elements of limited products for a limited time at a discount.

Finally, I use the conversational close, “how long have you guys lived here?” and follow up with additional questions to show genuine interest in the potential customer. By doing so, you’ll notice that he opens up to me and shares personal information that I wouldn’t get from somebody unless they felt comfortable talking to me.

When he opened up about his kids, this gave me the perfect opportunity to start customizing a value build that addressed his personal circumstances.

Effective initial approaches are unscripted and personalized, but still include an introduction, an explanation of why you are there and what you are offering, addressing common concerns and using a conversational close to get the potential customer involved in the conversation.

As you incorporate these initial approach techniques you’ll be able to make the necessary improvements to strengthen your own initial approaches and make more sales! Best of luck on the doors!

If this blog helped you, I would greatly appreciate your comments below.

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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

I want to set the record straight. Although I’ve been linked with several companies that employ door-to-door sales reps, I only have ownership in one of them, Rove Pest Control (and its recruiting arm, D2D Millionaire).

That being noted, I’ve been hired to train and speak at numerous company events in a variety of industries including pest control, solar, home security, cable, finance, insurance, and others.

You might be asking yourself, “Why in the world would he offer sales training to his competitors?”

I’m glad you asked!

In case you didn’t know, my book, Door-to-Door Millionaire: Secrets of Making the Sale, (which has been flying off Amazon’s virtual bookshelves) reveals the sales techniques I’ve used to generate millions of dollars in revenue knocking doors.

These techniques are heavily based in ethical and non-aggressive sales tactics that rely on non-verbal and meta-verbal cue comprehension. And based on book sales, these techniques are resonating with a lot of door-to-door sales reps.

The release of Door-to-Door Millionaire was my first step in sharing how I sell large volumes of accounts without compromising integrity.

The door-to-door sales industry hasn’t always had (and if you ask many people, still doesn’t have) a great reputation. Several companies teach sales tactics that are overly aggressive and unethical, which leads to poor consumer reviews.

Therefore, my contribution to the door-to-door sales industry, (besides my book) is to teach other companies how to sell like I sell.

So yes, I even share some of my secrets with my competitors (although it should be noted the sales reps who work for me don’t just get some of my secrets, they get them all!).

So why do I do it?

By openly teaching ethical sales principles that generate high sales totals, my hope is a parallel positive trend in the industry’s success and reputation so it can withstand the test of time.

I also think it would be great if one of my kids or grandkids became a door-to-door millionaire!

If you’d like to find out more about becoming a member of the D2D Millionaire team, email me at [email protected]

If this blog helped you, I would greatly appreciate your comments below.

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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

The preface of Door-to-Door Millionaire: Secrets of Making the Sale, tells the story of how I sold an Eskimo classmate on becoming my friend. I still consider this to be one of my best sales to-date. I also share how I came to the realization that I was great at selling door to door.

In my opinion, confidence is the most important trait a door-to-door sales rep can obtain. In the course of your selling career, you will likely encounter thousands of potential clients, and if each of them takes away anything from your conversation, it should be the confidence you have in yourself and the product or service you are selling.

That being noted, there is a definitive line between being confident and being cocky. A confident sales rep will not slander people, become argumentative or spiteful. A confident sales rep gives people an honest, straightforward explanation of what they are offering and why it is needed.

Confidence can only be attained by increasing your knowledge and practicing proven sales skills. The more you know and the more you practice, the more comfortable you will feel while conversing with potential customers on a daily basis.

So, practice…yes, I’m talking about practice. Practice with a friend, a spouse or even in the mirror. Make sure you feel comfortable doing what you’ll be doing day in and day out.

On the doors you are only successful when you are in control of the conversation. The idea is to gain and maintain control of the conversation from start to finish. That’s why you establish your presence on their doorstep by exuding confidence.

Remember, you are in charge of the conversation and you are the one with the knowledge. Having confidence in yourself and what you are selling will make the potential customer more attracted to what you are saying and, in the end, help you to become more successful.

If this blog helped you, I would greatly appreciate your comments below.

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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

Goal-setting and creating plans to achieve your goals is a must for success in door-to-door sales.

Have you written down your goals for 2018? What is your plan to achieve your goals?

When goals are realized, celebrate! When goals aren’t reached, re-evaluate and set new goals. Don’t be too hard on yourself if you fall short of a goal, success doesn’t necessarily equate to achieving every goal.

Most door-to-door sales reps set an overall sales goal, but it’s also important to set goals that will help you reach your overall sales goal. For example:

• How many doors will you knock today?
• How many people are you going to talk this week?
• How many hours on the door are you going to work this month?

D2D Millionaire can help you accomplish your goals with our additional training packages found at:

http://www.lennygray.com/training

Want to be a D2D Millionaire?

Work with me and the D2D Millionaire Team!

We are hiring door-to-door sales reps for the 2018 season.

Submit an application at:

http://www.d2dmillionaire.com/workwithd2d

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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