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Many door to door
sales canvassers are being trained with twenty year old door to door sales techniques
that no longer work well. The problem is that managers at many door to door sales companies tell recruits that
these outmoded techniques work and the recruits can't understand why they fail. This article looks at effective
door to door sales techniques that work in today's market and how to use them.
Door To Door Sales - It's Not
About You
If the opening you use talks about you and not the customer, it will fail. Openings like , "Hi, I am
here to tell you about our new line of products" are all about you. Look at it as a customer and you will see that
openings that talk about you make the customer want to get rid of you fast. Any opening that does not show the
customer a benefit for them in the first few seconds is based on old-style door to door sales training. Take a look
at your opening and make sure it has a benefit for the customer.
Door To Door Sales Training Has Changed - Don't Sell Too
Early Another seriouserror in some door to door sales training is that the sale starts too early. Today, it is much
better to earn the trust of the customer by giving them some valuable information before you start to sell. This
information could be a free check of their roof, a free home security audit or a free report. It could be something
you show them on their house that you noticed like gutters that are falling off, bald patches in their lawn. If you
start with things like, "big savings" or "special offer", these terms imply a sale and you have started to sell
before the customer is interested.
Door To Door Sales Training - Always Have A Reason For Being There
One effective technique we have developed in our door to door sales training is to always have a
reason why you are there. Every month, declare a special event at your company. Then, when you are out knocking,
you can say something like, "As part of our celebration of home safety month, we are offering a $120.00 home safety
audit at absolutely no charge." Having a reason you are there explains why your are giving something of value on a
complimentary basis.
Door To Door Sales Training - Never Ask The Big Question
Our final tip in this article is never ask the big question. Never say, "Would you like a free check of your
roof?". Always ask, When was the last time you had your roofing professionally tested"? This question can't be
answered "No" and allows you to proceed.
Be sure you are structuring your presentations from the customers point of view and door to door sales will be much
easier for you. You will be leading and not pushing.
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