How To Solve New Home Owner Delay Objections
One of my door to door sales training customers called today to report he is having trouble selling home security systems to new home owners. He reports that new home owners tell him they will get security in a few months. It seems they spent all their money getting the home and need to regroup. The problem here lies in the presentation, and in your skills at overcoming objections not in the economics of new home owners.
There are three steps to solving this situation. If you follow these steps it will greatly improve your results.
This Is Your Only Chance
First, we need to make sure we have it in our head and in our heart that we have only one chance to help them and to get a sale. They are not going to call us in three months or six months. This is our only chance. You are either selling security systems or buying excuses.
Show The Need
Next, develop a special presentation for new home owners. For example:
“Mr Brown, I would not recommend putting off this decision and here is why. You have a much higher risk of robbery in the first six months you live in your new home. If you wait six months to think about security, it may be too late. Your home was just listed with a Realtor right? How many people say all the pictures on line? How many people cane to open houses to “case” your belongings. Were the movers upstanding citizens or sub contractors who may have friends in the burglary business? All your neighbors had a chance to watch your belongings being unloaded. Would any of them have friends who might be interested? Also, the amount you paid for the home and your mortgage details are now on line publicly. Do you think criminals might look through that data to find homes that will be good targets?”
Hopefully you can raise their need awareness with a custom presentation but what about the money?
Address Their Concern
New home owners tell you they have no money left and that is probably true. When this happens, I suggest you ask them how long they want to wait to think about home security. Let’s assume they say 2 months. Instead of leaving, I suggest you say, “I’m not asking you to pay for the system, I just want you to make your family safer. I will ask if we can install your system now, while you need it and have your payments start in 2 months as you requested. I’ll get the paperwork started.”
I know you will find that if you follow these steps, you will close a lot more new home owners.
If you found this information helpful, we have fully guaranteed sales training on door to door sales and overcoming objections featuring Carl Davidson. Follow the llinks or call us at 716-580-3384.
Door To Door Sales - It Will Work For You
A lot of people look down their nose at door to door sales but actual measurement shows it is a very effective way to sell.
Knocking on doors to sell is no more of an interruption than any other form of advertising. Even TV and radio advertising interrupts your shows or music. Like ll other advertising and sales, if you product or service is needed by the customer, they are glad you came by. If they don’t need what you are offering, they view you as a pest and an interruption. For example, if your toilet started dripping and flooding just before a pluming company knocked on your door, would you be glad they came by? Sure you would. That’s why raising interest quickly is so important in door to door sales.
A Great Way To Get Through
Door to door sales will get you through to a decision maker. You won’t get voice make, receptionists or other gatekeepers to stop you. If the door opens, you got through and you have a few seconds to raise interest and tell them how you can help them. Door to door sales allows you to get through to people you would never reach any other way. Door to door sales also gives you immediate customer feedback. If too many people don’t like your approach, your price or your product, you can change it quickly.
Undivided Attention
When someone answers the door, you have their undivided attention for a few precious seconds. There is no other form of advertising that provides this golden opportunity. TV commercials interrupt the show. Most people aren’t even in the room. Newspaper ads are an interruption for people trying to read the news. Telemarketing calls are taken while people eat, watch TV and do all kinds of things. Only door to door sales gives you their undivided attention.
Impulse Selling
Door to door sales gets impulse sales. Most other forms of advertising require a person to think now and act later. For example, TV ads require you to remember the name and number of the advertiser and decide to call them later. The same is true of billboards, radio ads etc. Only door to door sales puts a salesperson with an order form in front of a customer you have convinced to buy right now. That is the miracle and the magic of door to door sales.
No Cost To Try
Unlike all other forms of marketing, door to door sales costs nothing to try. If you can knock, you can sell. This allows small startup companies to compete with the big dogs and can bring in immediate cash to new businesses.
Easy To Evolve
Unlike other kinds of marketing that may take weeks and thousands of dollars to change, door to door sales is easy to evolve and improve. You can change your presentation, your price and your approach before you knock on the next door. The cost of this market research is zero. Give it a try and see who salutes it.
Used By Respectable Companies
Some people fee that door to door selling is only used by swindlers but some of the largest companies use this medium successfully such as AT & T, Time Warner and many others. Be proud if you sell door to door. You are in a good group of sales companies.
Door to door is as American as the front porch and as friendly as meeting your neighbors. It is a great way to market, and it should be a part of every salesperson’s sales tools.
If you found this article helpful, we offer the very best in guaranteed door to door sales training that is fully guaranteed to increase your sales or it’s free. To find out more, go to www.door-to-door-sales.info or call 716-580-3384.
Door To Door Sales - Are You Keeping Track Of Results?
To succeed in door to door sales, you need to keep track of your results and gradually improve. No one is great at the beginning and you will definitely sell more door to door if you know your numbers. Those who do not keep track will become discouraged and quit.
Because door to door selling is repetitive, often we lose track by the end of the day of how many people we have spoken with. If this happens, we are basing our door to door sales success on guesses and guesses can be very wrong.
A few weeks ago, I worked with a depressed recruit in door to door sales who said he called on 45 homes and did not get one sale. When I checked with his field manager, we found that he had knocked on 45 doors but only 10 people answered his knock. There is a big difference in talking with 45 people and not getting a sale and in talking to 10 people and not getting a sale. So be very careful that you are working with real data.
I suggest you keep track in writing of the key numbers for success. Write the results after every call as you go to the next door.
The first and most basic number to keep track of is how many doors did you knock on. A typical number might be 20 per hour worked. Be sure to write down your results. This is an indicator of how much effort you put in on any day. The next number to calculate is how many doors were answered. This number tells you if you were working at the best time of day, if you were dressed properly etc. A typical answer might be 25% of the doors knocked.
The next important number is how many people did you have a sales conversation with. That is how many people let you begin your presentation and opening. This number tells you how effective you opening is. Try small changes in wording and approach and keep track of whether your changes increased your success rate or decreased it. A typical result might be 10% of the people you spoke to.
An important number to know is your closing rate. How many people do you get a sales from that allowed you to do your presentation. This numbers will tell you if you need to work on closing techniques. A typical closing rate is 33% of the people you do a presentation for.
The final thing I suggest you keep track of is objections. Write down every objection you cannot overcome. Keep track of how often each objection comes up and then work on ways to overcome that objection and see if your closes go up or down. You should know the final objection from all the people who do not buy. Keep track and see which ones come up most often. Those are the ones you need to work with.
By faithfully keeping track, you will gradually increase your numbers and become very successful at door to door sales.
If you found this article helpful, go to www.door-to-door-sales.info for a free video on door to door sales and more door to door sales training or call us at 716-580-3384.
Prospecting Tips and leads for Life Insurance Sells.?
I need an experienced life insurance agent to provide me with tips on getting clients. I have went through my “warm market” and have done business with a few. However, I have run into barriers to getting new clients. I don’t like “cold calling” what are your thoughts? Should I cold call, do door to door, or massive mailings?? NAy advice you give would be greatly appreciated.
Mailings are a good way to generate leads, select a target market that you want to do business with and send a mailer to them. Always enclose some sort of thing for them to fill out and send back to you with their contact information on it. doing this type of marketing creates warm leads and you’ll close more sales when you run on the appointments generated this way.
As a rule of thumb you’ll get about a 2% response on what ever you mail.
Another way to get jump started would be to buy leads, there are several lead services out there online, netquote.com, insureme.com, elquote.com (elquote is about to re-launch a new and better system, i’m exited about) are a few that come to mind.
Also look for a lead service that sends out mailers too, and one that targets their “prospects”, you don’t want the ones who got the info from some type of enter to win contest, it will drive you crazy calling those people!!!
I used to work of a book of business and I did quite a bit of business that way… Lots of long days working. I switched to almost all leads based sales about 4 years ago and I doubled my income and now my work days are shorter.
Good luck! and happy selling!
sales prospecting is so hard how can you put some fun into it?
View your prospectis as semi-friends type of relationship. Make 1 or 2 relevant jokes to break the ice and off you go from there…
Don't put too much pressure on yourself. They are rejecting the offer, not you. =)
Good luck - i know it's hard.
Close The Sale Using Questions
We all seem to focus on two parts to selling and it may be the wrong areas. Most salespeople naturally focus on doing a great presentation and on closing the sale. The problem is that this focus leaves out the area that allows us to present and close successfully…the interview.
My wife and I recently have been looking for a new car. Last week we went to five dealerships. At each one, the salesperson asked us nothing about why we wanted the model we were considering, what was important to us in a vehicle or why we were looking at this time. Instead, the salespeople went into a presentation that was mostly of no interest to us. When we left, I am sure they categorized us as “tire kickers” but the truth was the salesperson failed to interest us.
The foundation to any sale is the interview stage. This is where you casually ask questions that will tell you how to present and how to close. In the interview stage, you should look casual and interested in your customers. You can’t make the interview look like an interrogation.
The interview should consist of open ended questions. That is questions that cannot be answered with a simple “yes” or “no”. Be sure you are asking all parties their views and not zeroing in on anyone at this stage. Your open ended questions should reveal what you need to know like:
* Why are they looking to buy at this time?
* What are they using now?
* How is that working for them?
What do they like most about what they use now?
* What don’t they like about what they use now?
* What price or payment range are they in now?
* What’s holding them back from this purchase?
People love to talk about themselves. If you do the interview casually and with interest, you customers will enjoy it and they will tell you exactly what you need to know to present and close.
Don’t rush the interview. Pause after their answers to see if they want to add more. Use extenders like, “Uh huh”, “How do you mean?”, “really” and other words that encourage your customer to add more to their thoughts.
If you spend the time to get to know your customers before you present and close, you will be far more successful. In another article, we will look at how to use what you learn in the interview to customize the presentation, the reason to buy now (the secret ingredient) and the close.
If you found this helpfula nd would like more information on Carl Davidson’s video training on How To Close abd Overcome Objections, visit www.close-more-sales.com
Car sales prospecting ideas?
I am just wondering if anyone has any good ideas for prospecting? Anything that has been successful? Inventive ideas on getting out there and meeting more people? I now live in a fairly large town with a lot of surrounding communities and I am trying to find some good approaches, other then word of mouth.
Host a chamber of commerce meeting at one of the dealerships.
Give away hot dogs etc in front of the dealership.
Call past buyers of cars from the dealership from over 5 years ago just to touch base with them.
Call up recent buyers and offer them incentives for referrals.