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.
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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
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
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Lenny Gray
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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.
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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
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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.
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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!
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Lenny Gray
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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.
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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!
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Lenny Gray
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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.
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