HARDISON’S TIPS – OCTOBER 16, 2020 – Door to Door Sales: 10 Best Strategies for D2D Success (PT.3)
7. Connect on a Human Level
People don’t react well to being treated like a number. Connect with your customers in such a way that they don’t feel like they’re being used to simply meet a quota.
Make sure you know their name in advance, and as much relevant information about them as you can without coming across as too intrusive.
Think of the term, “Show them you know them.” If the prospect feels like you’ve done your due diligence in getting to understand them as a person, it can do wonders for lowering their guard and opening the channels for a sale.
Just as you should pay attention to the prospect’s body language, try to understand and control your own as well. It’s important to smile, make and maintain eye contact, and to speak slowly and calmly.
It’s also important to know when to pump the brakes, as well as when someone is receptive to taking the next step in the deal.
Remember: it’s important to behave more like a new friend with good advice, and less like a stranger pushing a product the prospect may or may not want.
8. Be Direct — But Always Be Tactful
Assertiveness is a vital trait for any salesperson. There’s no reason to beat around the bush or be coy with your prospects.
But you should be mindful of how hard you push and how bluntly your pitch comes across. No one likes a bully, and no one buys from a bully.
Selling is like a dance. There’s a rhythm to it, and it’s important to know when it’s time to lead and when it’s time to be led. Remember to move at the prospect’s pace, and to always be considerate of their half of the bargain.
It’s no secret that you want them to agree to buy what you’re selling, so there’s no need to treat it as such. But remember to frame the transaction in such a way that they know you genuinely want your product to help them, regardless of profit.
Again, remember that the goal isn’t necessarily to persuade them to purchase from you right this second, but to purchase from you at some point soon.
9. Know How to Overcome Objections
Just like rejection, salespeople deal with objections every day.
Customers will almost always have questions and concerns about a product they’re being offered. Legitimate objections will come up regularly. It’s the door to door salesperson’s job to address and overcome these objections in order to make the sale.
This is where your product knowledge comes into play. By knowing everything about the product you’re selling, you can anticipate these objections and have an answer for any potential roadblock in the way of selling.
In general, objection handling comes down to four simple steps:
Hear out the prospect’s objections
Let them know you understand their concerns
Ask why they feel this way
Reply with an empathetic and friendly explanation of your product that might ease their worries and change their mind
When handled correctly, an objection your prospect raises can cue the final detail that seals the deal.
10. Always Follow-Up
In D2D sales, you’ve got to play the long game. This means following up with your customers and building a relationship.
If they already bought the product in your initial encounter, it’s a great way to ensure the customer is satisfied with it, and allows you the opportunity to answer any questions that have arisen since your last visit. It’s also a prime opportunity to upsell.
Arrange a follow-up with the clear understanding that you will reconnect to talk about the product. This gives them time to think things through and gives you an opening to follow up without coming across as too aggressive.
It also gives you time to reflect on their objections, and have a great counter ready for your follow-up.
Some people ask: Is door to door sales worth it?
Done right, it can be a tough yet rewarding line of work that’s not only profitable, but enables you to meet new people and visit new places every day. And it’s certainly never boring! By following these door to door sales tips, you can connect with your customers in a natural, human way that’s impossible for online retailers to replicate. It’s the secret weapon in sales.
Make It A Champion Day!
From his success on the sales floor of an automotive dealership to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer. Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.
Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. ShopSmartAutos.com took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.
Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit RichieBelloBlogs.com. https://www.itworld.com/article/2783373/gm-warns-dealers-about-working-with-pure-play-online-auto-sellers.html