HARDISON’S TIPS – DECEMBER 24, 2020 – Invaluable Sales Tips From a Former Door-to-Door Salesman
5. Don’t string yourself along.
Sometimes, prospects are only claiming they need to think about it or discuss it with other people. They’ve already decided not to buy, and just don’t want to break your spirit — at least not to your face.
So how do you stop the cycle of endless calls to see whether they’ve decided?
Change the question. Don’t ask people simply whether they have a decision. Instead, ask: “Can you see yourself making this purchase within the next month?”
A colleague of mine in door-to-door sales finally made this change, and the vast majority of those he called finally said “no.” It was a painful realization for him, but a crucial lesson. His time was better spent back out on the streets, knocking on new doors.
All of these tips will be easier to pull off as you build your confidence. Ultimately, confidence will be your strongest asset. One of the best examples I’ve seen was how my colleague met his wife. When he asked her on a date, he said, “I’d really like to go out with you. A couple of friends and I are going to have a party on Friday, I’d love for you to come, but I also understand if you can’t make it — that’s fine too.” He created a comfortable environment for her to accept or decline.
Later on, she said that confidence made him stand out. It even made him a bit mysterious. She felt a pull to go see who he was. He was direct, honest, interested in her, and graceful. Never pushy. And ultimately, he “sold” himself to her.
So take these lessons to heart to use in your career. And don’t be surprised if they also pay off in the rest of your life.