Having knocked doors with hundreds of sales reps and witnessed thousands of door approaches, one of the most common mistakes sales reps make is not being conversational.
Interestingly enough, when talking with sales reps as they walk between doors, they can be perfectly conversational, humorous and engaging, however, when the homeowner comes to the door they get nervous, serious and reserved.
The best sales reps are able to have immediate and friendly conversations with potential customers.
So how can you become more conversational on the doors?
First, make sure to have a smile on your face when the homeowner answers the door. A smile will put you and the potential customer at ease.
Second, when ice-breaking, use humor. You don’t have to be a stand-up comedian to be funny. Find simple ways to get the people you are trying to sell to smile or laugh.
Third, don’t be afraid to apologize. Treat your potential customers with respect, remember, you’re an uninvited guest at their home. Never let a conversation become argumentative.
Sales reps who smile, use humor and show respect, will find it easier to be more conversational. Sales reps who have genuine conversations will find more enjoyment in the job which ultimately leads to more success.
Best of luck on the doors!
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Now that you’ve taken advantage of every free pizza meeting and you’ve been relentlessly screening phone calls from desperate recruiters, it’s about that time to decide which door-to-door sales company you’re going to work for this selling season.
No doubt it’s an important decision and one that you should feel 100% confident in once it’s made. So, before pulling the trigger and signing your name to it, here are 2 pointers that will help you to make the best decision for you.
IS YOUR RECRUITER JUST A RECRUITER?
You should know the role your recruiter will play (if any) in your experience with the company after you sign on as a sales rep. Recruiters of door-to-door sales companies oftentimes have multiple roles within a company, yet sometimes they only assume the role as recruiter. Why is this important?
Recruiters who will be interacting with you post-signing by way of training and/or managing, will be vested in your success. Their goal isn’t just to recruit you, but to ensure you have an overall positive (and hopefully lucrative) experience.
On the other hand, if a recruiter’s role is simply to recruit and then pass off his/her recruits to trainers and managers, it’s common for these types of recruiters to exaggerate the door-to-door sales experience and sales rep earning potential. Recruiters whose only motivation is to sign sales reps will oftentimes oversell the opportunity.
Your recruiter should play a pivotal role in your entire door-to-door sales experience.
HOW AGGRESSIVE IS YOUR RECRUITER?
Aggressive recruiting tactics work, if they didn’t recruiters wouldn’t continue using them. However, something to keep in mind is the style of a recruiter is oftentimes directly correlated with the door-to-door selling style of the recruiter and possibly the company they represent.
If recruiters use high pressure, passive aggressive, or guilt tactics to get you to sign, it’s likely they use these same tactics while selling door to door. Thus, if a particular recruiting tactic makes you feel uncomfortable, that recruiter’s company may not be your best fit knowing that you’ll likely be trained to sell door to door in the same manner.
Recruiting and selling styles commonly overlap. You should feel comfortable with the recruiting style of your recruiter.
When it comes down to it, you deserve a FANTASTIC summer sales experience. Personality types of door-to-door sales reps and the companies they work for (including their recruiters) should coincide to give you the best chance of success.
Best of luck on the doors!
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Now-a-days there is no shortage of door-to-door sales companies, which can make picking the best company for your circumstance a difficult one.
Regardless, there is not a perfect company for everybody. Each company has pros and cons that should be weighted before making your decision.
Here are some recommendations to consider while going through the decision-making process:
Pick 3 to 5 companies and spend time with a variety of representatives (not just recruiters) who currently work for, or have worked with each company you are considering. You will find that every company has a unique culture and it will be in your best interest to connect with a company that suits you best.
Make sure your personal goals (short-term and long-term) align with the goals of the company you choose. If you are looking to make as much money as possible to pay for schooling, investment opportunities, etc. pick a company that has an aggressive compensation plan. If you are looking for a long-term opportunity, make sure that’s a viable option with the companies you express interest.
Understand who will be training you and how the training will occur during the selling season. Regular, customized training from successful sales reps will make you better. Ask questions such as, “How many on-the-doors hours will my trainer and/or manager spend with me?” “How are sales reps trained before the selling season begins?” “Why is my manager and/or trainer qualified to be a great sales trainer?”
Also remember that just because somebody can sell a lot of accounts, doesn’t necessarily make them a great sales trainer. If you can’t see yourself doing (and saying) what they do to sell accounts, then their training will ultimately hold no value for you.
Keep in mind that all representatives of door-to-door sales companies will tell you they offer the best sales training. That being noted, take time to find a company that actually provides quality sales training and doesn’t just say they do! Great sales training will be one of the biggest contributors to your success (or lack of success) on the doors.
Also consider that your decision for this year’s selling season doesn’t have to be a life-long decision. If your door-to door experience isn’t what you were promised, other opportunities will be there once your obligation has been fulfilled.
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Do you ever feel like you are just going through the motions with your conversations in door-to-door sales?
How we communicate with others is continually evolving. Now-a-days we don’t even have to use words to express how we feel because there are emoji’s for that!
Regardless of the communication evolution, being able to hold a genuine, educated discussion with somebody will yield the best results as a door-to-door sales rep.
As I’ve observed thousands of interactions between sales reps and potential customers, it’s obvious to me that sales reps who know how to have conversations are much more successful.
While observing a rookie sales rep interacting with a potential customer, I could sense his frustration as he couldn’t understand why a seemingly interested prospect wouldn’t sign up for the service.
This sales rep was following the steps of an effective initial approach, overcoming the person’s concerns, and closing, exactly as I taught him, but the potential customer just wouldn’t agree to buy. I had a sense the person didn’t fully trust the sales rep because she didn’t know the sales rep. Up to that point the sales rep made no attempt to converse with the prospect but was all about making the sale. I could tell this was a deterrent in having her pull the trigger and sign the agreement.
Knowing a sale was unlikely, I interjected with a simple question, “How long have you lived in the area?” This question spawned the makings of a great conversation. We talked about her hometown, what she did for a living, and her family. This changed the interaction from a sales pitch into a conversation. For the next five minutes we had a great conversation, and that’s what it took to earn her trust.
Not only did she sign up for service but she also gave us her credit card number to reserve a spot on the route. Admittedly, she told us that she never gives her credit card number out to anybody but apparently she trusted us enough, even though we had only known her for 15 minutes, that she was willing to give us her card number.
A simple question was all it took to have a meaningful conversation and shed the cloak of a stereotypical salesperson.
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A few years ago I attended an auction for a charity event and I was fascinated with the auctioneer. Although his words per minute were off the chart, I was able to follow just about everything he was saying. He had me and the entire audience captivated. However, despite him being entertaining there was no question that he was a salesman trying to get people to spend money on the items that were up for auction. Earlier this year I knocked doors with three auctioneers…errr, three of my sales reps who very well could have been mistaken for auctioneers. Although what they were saying was spot-on, how they were saying it was extremely salesy.
Unlike auctioneers, most people speak quickly because they are either nervous or so accustomed to saying something that they mindlessly rattle it off without much thought. The sales reps in question were certainly not nervous…they had all sold door to door before, so I concluded they were in such a hurry to relay their information that they were failing to personalize the message and make the potential customer think what they were saying was specifically catered to them and/or their situation (house location, age of home, pets, kids, etc.).
As sales reps, we have to pay close attention to the speed at which we are delivering our message. Notable is the fact that speed can vary depending on the person we are trying to sell. A potential customer backing out of their driveway may need to be spoken to more quickly than a potential customer sitting on their front porch in a rocking chair. Consider mirroring the speed of the person you are talking to. Most people will speak at an average speed, thus your speed should be average or conversational.
In general, speaking at a comfortable pace will allow you to cater the message and be perceived as less of a salesperson and more as somebody who is sharing information. Don’t be in a rush to get through your pitch, instead find ways to make each approach different. Talk at a comfortable speed and leave the speed-talking to the auctioneers.
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