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Door To Door Sales - Openings That Work
www.close-more-sales.info Door To Door Sales. Opening lines that work. How to start a door to door sales conversation.
Four Openings That Work In Door To Door Sales
Overcoming Objections - The Dirty Little Secret No One Talks About
If you are spending a lot of time overcoming objections, there is a top secret reason we get many objections that I never seen a seminar, meeting, book or training video discuss. The silence ends here as we finally shed light on one of the main reasons we have to learn to about overcoming objections. What if they don’t believe you?
I have never seen a salesperson leave a sales situation thinking the client thought they were lying. We almost always leave assuming that the client believed everything we said. I mean, we are the experts, right? We told them the truth, right? Unfortunately, we may have to accept the fact that our prospects often do not believe what we tell them. Once we accept this fact, we can look at ways we can avoid this situation and spend less time and effort overcoming objections. We should realize that skepticism has increased greatly over the past few years and that the sales profession is held in low esteem by many. Lots of people assume you are lying to get a sale. That’s why it is so tough overcoming objections.
I am sure that when you think about it, you will realize that if they don’t believe you, they aren’t buying. Also, realize that if they don’t believe you, they probably aren’t going to tell you to your face. They will most likely give you another objection. You may spend lots of time overcoming objections that are just hiding the fact that they don’t believe you. Being believed is critical to eliminating, reducing and overcoming objections. So, what can we do to be believed more often?
Never Exaggerate
Exaggerating to sell used to work. Salesmen often said their company as the largest in the world, that they were making a fortune or that the product lasted forever. Today, exaggeration kills the sale. Even true claims that sounds too good to be true kill the sale and make you work hard overcoming objections. Listen carefully to your presentation and eliminate everything that could be considered an exaggeration by your customer. This is an important step in overcoming objections.
Be Humble, Conservative And Different
An interesting technique for overcoming objections is to be humble and conservative throughout the presentation. Be different by being cautious and truthful. For example, you might say something like, “Our research shows you will save 30% on your fuel costs but let’s be conservative and work out your saving at half that percentage or 15%. That way you will exceed the numbers we work out. Is that a fair way to approach it?” This is an unusual approach and should lead to the kind of image that will be a big help in overcoming objections.
Get Numbers From The Customer
If you use numbers in your presentation, always get them from the customer. For example, if your equipment will save 20% of their labor costs, instead of telling them a number they may not believe, try asking how much they would estimate the program would save them. Use their number throughout you presentation. Don’t try to change their number as it is the one they believe. If you use a different one it means they won’t believe you and that means overcoming objections.
Prove Everything You Say
If you can’t prove it, don’t say it. Be sure you have pictures, articles, props and other items that will prove your claims. If you bring testimonials, get them on video. Very few customers will look through a stack of letters and even less will believe that they are genuine. Customer believe video testimonials, so get some and bring some. This is a very powerful tool for overcoming objections.
Get Agreement As You Go
As you present, always ask if the customer agrees. For example, if you said, “As you can see, our steel plates are 50% thicker than the ones you currently use, do you agree that this extra thickness will make the equipment last longer and cost less in the end?” Wait for an answer before you proceed. Don’t tell them, ask them.
Play The Believe Card
If you have followed these steps to create belief in your claims, when you get an objection, one great step in overcoming objections is to play the belief card. Just come out and say that the customer is not believing the proof they agreed to a few minutes before. For example, if the customer says they aren’t going ahead for six months, you might counter with, “But Tim, you told me you agreed with the savings we calculated. We even used your numbers which are far more conservative than we usually use. Even your safe, conservative numbers show you will save money every week. It doesn’t make sense to waste more money this week and next week too. I’ll get the paperwork started.”
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Door To Door Sales - Four Powerful Openings That Work
One of the most difficult things in door to door sales is to come up with openings that are exciting but honest and ones that get you in to present your product or service. Good openings also make you more confident and make knocking easier because you have a plan you have confidence in.
In our on line video training course, we suggest that you find something you can see on the outside of the home and explain that you noticed it. For example, if you sell roofing, you might knock on the door and say that you noticed a flashing pulling away or a missing shingle. Ask the customer to come out so you can point it out. This leads to a conversation about what they could do to fix these problems. It also establishes you as a consultative person with their best interests at heart. This leads to trust and lower buying resistance.
Many of our customers for our door to door sales training have written and asked what can be done if their product or service does not relate to something that can be seen from outside the home. Let’s take a look at a few approaches. Remember that in today’s market, you always need a reason for being there. The days of stopping buy for no reason are over. Your chances of success in door to door sales are much lower if you let customers know you are calling on everyone.
A Visit To The Neighbors
If you have just gotten a sale or even a full presentation with one of their neighbors, you can use that as the reason you have stopped by. You might say something like, “The reason I am calling on you is that I just helped your neighbors Sam and Janet at #143 save more than 40% on their gas bill and I since I have a few minutes before my next appointment, the company allows me to do a professional audit of your energy costs at no charge. This is a $45.00 service but since I have a few minutes it is absolutely free. When was the last time you had your energy costs professionally audited?” Notice that you mention the neighbors by name and address and that you never ask if they want the audit. You put a fair value on it but the question you ask is not if they want it, but when they had their last one. Then you say, “Well since it is free, now would be a great time to see how much you could be saving. I’ll only need a few minutes to show you your potential savings…let’s get started.”
Technicians On The Street
A similar opening that works well in door to door sales is to drive with or follow the technicians that install or repair your products. While the truck is on the street, you call on neighbors. The opening is very similar to the one above but starts with, “Hi, I am Carl from Acme Inc. We are here doing a service call for your neighbors Fred and Ethyl at #128. That’s our truck. While I wait for the technician to finish up, I have a few minutes before our next appointment the company allows me to do a professional audit of your telephone and cable costs at no charge. This is a $45.00 service but since I have a few minutes it is absolutely free. When was the last time you had your cable and telephone costs professionally audited to make sure you aren’t overpaying?”
A Sticker Is Missing
In this door to door sales opening, you say you noticed a sticker missing. For example, if you sell home security, you might open with, ” I was driving by and I noticed that the stickers warning criminals of your home security system are missing. Would you like some new ones?” If they say, “Yes”, you look them up and find they are not customers. If they say they are not customers, you start your presentation about why they should and how you can do a $45.00 security audit at no charge since you already stopped by.
My Company Sent Me To Offer A Bribe
A fun opening that works well in door to door sales is to throw the customer off balance by saying something they don’t expect like., “Hi I’m Carl from XWY Telecommunications and my company sent me here to offer you a bribe.” We notice that you are one of the few homes on this street that do not use our service and we wanted to know if a special bribe would help you consider our services”. The bribe is a special offer to sign up today. This concept is fun and it works well in door to door sales.
Remember that in door to door sales you should never just stop by. You always need a reason that benefits the customer. I hope you will adapt these door to door sales ideas to your product and your sales style. I know they will help you increase your door to door sales by making it easier to get in.
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Do You Have What It Takes To Sell Door To Door?
http://www.door-to-door-sales.info Do you have what it takes for success in door to door sales? Look at the factors that predict success or failure in door to door sales.