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
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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Having been in the door-to-door sales industry since 1998, I’ve come to understand there are several guarantees in the world of door-to-door sales.
One guarantee is that more often than not, sales reps will claim to be hard workers.
Last week one of my sales reps started knocking doors and sold 4 accounts his first 3 days knocking, which isn’t too bad. He seemed to incorporate the preseason training and was likely headed for a successful summer.
Eight months earlier, when being interviewed for the job, this sales rep, as with most others, claimed to be incredibly hard working and would be willing to do whatever it took to be successful.
Then Saturday happened.
After knocking for 7 hours and not getting a sale, this rep called it quits. Not for the day, for the forever!
He claimed that people were rude to him and that he didn’t like the job, so he bought a plane ticket and flew home.
What?!?!
Granted, this isn’t the first sales rep (nor will it be the last) that claims to be a hard worker, and then tucks tail and goes home when the going gets tough.
In my nearly 20 years of experience interviewing door-to-door sales reps, I suspect well over 80% claim to be hard working. So how do you determine a true hard worker from a faux one?
- Work Experience: if the depth of the sales rep’s work experience has been taking out the garbage once a day, it’s likely the hard work required as a door-to-door sales rep will be a rude awakening.
- Competitive Background: has the potential sales rep been involved in sports or other competitive environments that will lead them to pushing harder when those around them are working hard? It’s typical for former athletes to push themselves to be better than their competition.
- Future Aspirations: if a sales rep wants to be a computer programmer (no offense to programmers) the work experience as a door-to-door sales rep may not be too appealing. Face-to-face interaction may not be a skill set they will need to develop for their career. Thus, look to hire sales reps that will benefit from learning sales and communication skills for their future endeavors.
At the end of the day, door-to-door sales is tough! It requires hard work and thick skin to be successful. As you interview potential candidates for the position, be sure to offer positions to those that will turn out to truly be hard workers.
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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For door-to-door sales reps it’s important to realize that 10-20% of your days knocking during the summer season will likely have less than ideal weather.
Rain, cold temperatures and even snow can quickly freeze out any excitement you had when driving to your area.
Below are 3 tips to consider that will keep you productive even during bad weather:
- Layer Up: layers are essential when knocking in cold weather. A rain jacket, change of socks and/or shoes, and an umbrella should be kept in the trunk of your car. When knocking in Florida one summer, I can’t remember many days when it didn’t rain for at least 30 minutes, so it was essential for me to dress properly in order to keep myself on the doors being productive.
- Area Management: if a rainstorm hits and the rain is bouncing off the ground above your knees, it’s officially a downpour and time to head for cover. It would also be wise to head for cover if lightning or a tornado is close (see my book, Door-to-Door Millionaire to read about my experience knocking doors during a tornado warning in Tulsa). During these times, a more effective use of your time would be to drive around neighborhoods within your area to get an idea if people are home or to game plan your future knocking strategy.
- Keep on Keepin’ On: the highest producing sales reps find ways to continue being productive during the bad weather days. If you have a vehicle, drive from house to house. Knock on homes that have covered porches and are close by each other. Whatever you do, don’t call it quits!
Finding ways to stay on the doors during bad weather days is critical to maximizing your potential as a door-to-door sales rep. It’s easy to come up with excuses to not be on the doors, however, you should look for every excuse to be on the doors and keep making sales.
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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