D2D Rejection Rebuttal Questions When Selling Home Improvement

Today we are diving deep in answering questions from individuals around the globe. Tim Gomez has asked a question on how to overcome two rejections that are consistently recurring from the customers. One of the reasons they are rejecting him is because they say they are too old to put money into the service and they continue on by reassuring him that their kids will take care of the situation. The other reason is that they are selling the house and they do not need to worry about it. Now, in order to understand Tim’s situation, we must understand his position. Tim sets up leads for someone to come into the house at another time in order to generate the sale. So, that would make Tim a “lead setter.” He gets people interested in doors, windows, etc.

Having an opener and a closer is not an efficient way to generate a sale. There is no reason why you should be doing one and not the other. Now, many companies do not believe that a lead can also close the sale. This is why they separate the two and train them as a lead or as someone who closes the sale. This is a common process with companies. This method of selling is not my forte. I personally prefer and have successfully trained sales representatives to sell learning the opening and closing method together. The reason why I am bringing up my method is that if Tim were trained in the closing process, he would fully understand why people are rejecting him in the opener.

Remember we must identify with why customers are telling us they are not interested. In Tim’s case, we need to ask ourselves, does being old have anything to do with replacing doors or windows. I mean, are these not excuses because they do not fully understand the service or product? Think about it! Now, we know senior citizens are very cautious about what it is they spend their money on because they may not have quite a bit in their hands, however, they will spend money on what they want and what they like. The key here is that you must get them to want and like the product or service you are offering them. Of course, you will do so in an ethical manner. Always agree and accept and move forward with what the customer is trying to relay to you. “Sir, I understand what you are talking about and yes, not many people have money these days and it is typically expensive to replace doors and windows and I am assuming that this is the reason why you wouldn’t be interested in this product and service?” The customer may agree with this and may relay to you that they do not care about the product. When this happens, you need to find what I like to call “hot buttons.” What unique benefits does the product or service have that you are offering? For example; does the door keep in the heat? Does it keep the cold in? Does it help reduce their bills?

You see, door to door sales is all about brewing up those benefits. Not your features but the benefits. When you use this sales technique and you are able to provide the benefits of your product you will see instantly a transition from a not interested customer to an interested customer. The customer will begin to ask you more questions about the product or service.

Of course, in Tim’s case, he is a lead setter. I highly suggest that the opener tags along with the individual assigned to close when they are going to generate the sale to see what the customer has to say or wants to say in regards to the product or service. Sometimes the customers may think that the cost of the product or service is higher than what it actually is. Clearing it up by having both the opener and the person assigned to close the sale there, is important because the customer will have assurance from both members who are working for the company. Not only is it beneficial for the customer to see members of the company working together, but also it allows both the opener and the person closing the sale to learn the benefits of the product and how to handle the rejections they may receive from the customer.

Now, what I like about Tim is that he is there to serve the customer fully. He also, such as myself, believe that we need to sell ethically as an entrepreneur. Never disregard what the customer is feeling or thinking. Understand them and let them know that your business is an ethical business and that what you have to offer will, in fact, benefit them. Build those partnerships! Keep on knocking with passion! Peace!