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.
It’s Easy To Close Sales And Overcome Objections When You Only Say What The Customer Wants To Hear
One problem that many salespeople encounter when trying to close sales and overcome objections is the fact that they are selling what the customer isn’t buying. The cause of this is talking about the things that interest you instead of what is of interest to the customer.
Why would anyone do that? There are several reasons that cause this even though we all know intellectually it’s the wrong thing to do.
Not Asking Enough Questions
The main cause of selling the wrong things is not asking questions. The only way we can know what to say to make the customer buy is to ask. Be sure every sales situation uses lots of questions before you start selling to determine what the customer’s buying motives are. Asking questions in most cases should be the longest part of a sales encounter.
Not Listening To Answers
Asking is good but listening to the answers is essential as well. Many salespeople are already thinking ahead to what they will, say next while the3 customer talks. Be sure that you listen and understand what the customer is saying before you start selling what is of interest to you.
Ego’s Take Over
Some salespeople cannot wait to show the customer how much they know. Remember the old saying that you can feed your ego or feed your family. You are not there to educate but to find out what will make the customer want to buy.
Use Emotions Not Facts
Remember that no matter how technical the product you sell may be, customers buy for emotional reasons. They do it for status, for safety, for lack of problems and for many other emotional reasons. Make sure that every feature you present is followed by the benefit and the emotion the customer will experience of they purchase your product.
It only makes sense that in closing sales, if you are selling what you know the customers wants and you raise their interest in the emotions that they will get from ownership, they will want to buy. You won’t need tricky closes or strong arm tactics, they will want to go ahead and make the purchase. There will also be far fewer objections to overcome as well, since we all overlook minor problems when we really want to buy something.
Try these techniques and it will make it much easier for you to close sales and overcome objections.
If you found this article helpful, visit www.close-more-sales.info for a free sample of Carl Davidson’s instant video training package “Secrets Of Closing Sales & Overcoming Objections. or call 716-580-3384.
Overcoming Objections - Part 1 of 2
Watch as Tim Altvater goes over what you should do when people have objections. He goes over “But I don’t want to sell”/”But I can’t sell”, “It costs too much”, “I don’t have the time”, and more.
Get free access to dozens of other network marketing training videos for FREE at http://www.100daysto300k.com
Duration : 0:4:54
Sales Closing Tips - Overcoming Objections | Frank …
Business and sales tips and ideas | How to overcome objections and close sales. Sales tips by Frank Furness, www.frankfurness.com
Duration : 0:1:28
Any different training ideas for sales assistants on a shoe department?
Already done the basics, customer service, how a shoe fits etc.
Anything a bit more different and fun?
Attracting more customers might be your focus.