All of us want to get out there and close more deals – that’s a given. Often times I see average reps feeling left out because top sales reps keep going out, getting excited, and closing deals. It is very typical for the average rep to believe that excitement and feeling good is all they need in order to close a sale.
How many times have you heard a sales representative say, “I don’t oow why I didn’t get a sale today… I felt really good and confidentck.”
Sales is an art, and until mastered you will need more than just excitement to close a ton of sales. I want you to always keep in mind the reason that you wanted to do door to door sales in the first place. Many say money, while others say exposure of brand. Regardless of the reason you chose to sell door to door, you need to understand and believe 100% and without a doubt that yes, it works.
There is a formula to follow just like any other art you are trying to master, and here in this article I’m going to break it down for you.
The Opener: You goal in the opener is to create curiosity in who you are and what you’re doing at the door. Most salespeople start off by explaining who they are and which company they represent right off the bat, which kills your potential client’s curiosity. For a beginner who is nervous to knock on doors, I almost always see them buckle on this step. To get it right, it takes guts, courage, and the ability to understand what the worst case scenario of knocking that next door actually looks like.
Let’s dig deeper into the psychology of what’s going on: You as a sales rep may believe that the customer can predict your identity, intention and offer as soon the door opens. The truth is, they are curious to find out if the person on the other side of the door is perhaps a friend, family, salesperson or a religious person. The more you can prolong your opener before they ask: “Who are you? Where are you from?” the better off you will be. In this opener, you do not want to sound like the last door knocker that knocked on their door.
Transition phases: These are very important when moving along the steps. Transition phases happen both forward and backward. If a customer is remotely interested in hearing more about what you have to offer,you are doing a good job, and they are on the path to possibly purchasing your product or service.
There will be times where you are going to come to the end of your opener and need to progress to the next step. When you do this, you need to get confirmation that the opener is complete, then smoothly transition into the next step.
If the customer is not having it and the opener and is off track, it is your duty to transition them back into the opener, such as talking about a car in their driveway or finding ways to connect with them in a different manner.
Build Value: No one ever buys anything these days just ‘because’. People will purchase from you if they see some sort of worth in what you are offering. The more worth people see in your products or services, the more people can justify paying for that particular product or service.
Many of you are selling security, solar, pest control or another high value product/service, and because you have an uncomfortable feeling going door-to-door, you tend to sabotage your own product or service.
The #1 reason why I was able to make so much money selling door-to-door was because I stuck behind the product I was selling, and I really brought out the reasons I believed everyone should have what I’m selling. The people whose attention I got, and that allowed me into their house, were the ones I was able to sell because they saw eye-to-eye with me on what my product could do for them.
If you’re selling a product of service that saves lives, or adds value to people’s lives, you need to really identify those key points and prove with extreme confidence exactly how your product will change your customer’s life. Sell the living crap out of those points! If you stop thinking about the nature of the job and start believing in the change that your product will make, both you and your customer will see the true value of your product or service.
Assumptive Close: When going out knocking on doors, you need to understand you are doing nothing wrong so long as you are not being annoying to customers, respecting their time, and are legally allowed to sell in the jurisdiction you are in. If all these are aligned and you have a customer who is willing to give you the time of day, allows you in their house, answers your questions and listens to your pitch, why is it that you are so scared to ask for the sale?
People tell me all the time that they are scared to ask for the sale because they fear their customer saying “No,” which means they won’t earn that commission, and won’t have enough money to pay rent.
I train people to sell as though they were training to fight in the UFC without any violence. UFC fighters train to the point where they are exhausted. As a result, they make big pay checks. Mental conditioning and not being afraid to ask for the sale is what differentiates an average rep from a seasoned closer.
There are two things to think of when talking about the close: 1) Know when it is time to close. This is normally the time where you have nothing else to say about your product or service and perhaps you have repeated yourself. 2) Know that they may not say “yes” right away. They may say “no,” but the key is getting them to tell you what is stopping them. If they do, you still have a chance to change it around and get that deal. More than 60% of my sales started off with a “no” from my customer, and then 5 minutes later became a “yes,” only because they had a few more questions on their mind.
Paperwork and scheduling: The vast majority of people selling door-to-door need to collect payment, complete paperwork, or schedule some type of installation. After you have got your customer to say “yes,” always, always, always ask to sit at a table so you can do paperwork in peace.
Be careful with how complicated the paperwork looks. It can look daunting if you have too many agreements laid flat out on the table. Take paperwork one page at a time and make sure that you explain to them what all the print says. Never ever lie, cheat or steal from a customer.
I want to hear from you! If you can’t write a comment on this blog at the bottom, how are you going to close more sale selling door to door hahhahahahahah, jk … but let’s connect I promise to personally reply to all comments.
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