- Use Rejection as an Opportunity
Rejection is part of the door to door sales job. In fact, let’s not sugarcoat things — it’s a big part.
Door to door sales is not an industry for the weak-spirited and easily-discouraged. It takes true tenacity to have a high door to door sales success rate, and a willingness to endure the occasional door being slammed in your face.
The key is to understand that none of it is personal. Some people either don’t have an urgent need for your product, or aren’t in a position to spend money. Some people just don’t like being sold to.
There are a thousand reasons why a customer might not be interested in what you’re selling, but most of them have nothing to do with you. You can only control those that do.
Take each rejection as motivation to better your door to door sales technique and learn what works and doesn’t work in your process. Each rejection is a learning experience and a small step in not only improving your salesmanship, but also thickening your skin and strengthening your resolve.
Be sure to read the signs, however. Sometimes, it’s best to accept a “no” and move along. There’s no sense in wasting everyone’s time on a non-starter.
Every D2D salesperson worth their salt has experienced hundreds, if not thousands, of rejections. Take it in stride, learn from each encounter, and grow as a sales professional.
- Get to Know Your Prospect’s Pain Points
Nothing motivates a customer more than the need to fix a nagging problem. Sometimes these same customers don’t know that they have a problem in the first place, or that the problem is fixable.
Your job? Use an effective door to door sales script to find out what problems they want or need fixed, and let them know that your product is what they need to improve their situation.
A major part of understanding your product is understanding exactly what function it serves, and what those who don’t use it are lacking. Be it for professional or personal use, consider what factors go into enticing customers to see the answer to their problems within your product.
- Will your product help them save money?
- Does it save valuable time that can be better spent in other ways?
- Does it add security in some way?
- Is it dependable where competitors are not?
- Is there a feature unique to your product that can be a potential game-changer for your prospect?
Another great way to address your prospect’s pain points is to use the Sandler pain funnel to get to the root of your prospect’s problem, as perfected by Sandler Training:
- Put Yourself in the Prospect’s Shoes
Empathy is an important characteristic when making a living as a door to door salesperson. By understanding the feelings and motivations behind your customer’s decisions, you’ll be better able to anticipate their needs and desires, and cater your pitch accordingly.
Some people are more receptive to being sold to than others. Consider the many personalities you will be dealing with and adjust your strategy to engage each of them in an effective and personalized manner.
Be mindful of how aggressively you sell, as this can be a turnoff for many. Think of what time you show up to their homes, what day of the week, and any other factor that may make all the difference in how your prospect perceives you.
Pay attention to body language, facial expressions, breathing, and any other physical cues that can clue you in to how your pitch affects your prospects.
At the end of the day, it’s not just about making a sale — it’s about creating a lasting and fruitful relationship for both sides.
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