When you ask better questions you get better answers. This couldn’t be more true than when selling door to door. The better the questions, the more likely a sale.

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Stop asking yes/no questions

Asking yes/no questions are certainly better than not asking any questions at all, however in most cases these kinds of questions can end up backfiring on the door-to-door sales rep.

For example, some common yes/no questions might be:

“Have you ever considered buying our products before?”

“Is this kind of service something you would be interested in buying today?”

“Will you be getting started with us today?”

While these questions may sound like they are leading your potential customer into saying yes, in many cases these potential customers end up saying the opposite of what you are hoping to hear. Not only does this move you further away from the sale, but in many cases it could end the sales process immediately.

In some cases you could use a yes/no question effectively if your potential customer has tuned out of your conversation or to dig up some potential objections. Something like:

“Are you aware of the break-in that happened on last Tuesday down the street?”

“Does living with rodents in your basement bother you?”

However, in most cases these yes/no questions push you away from the sale, so it’s best to avoid using them.

How to use find-out questions to increase sales while marketing door to door

A higher level of questioning that can be used to get better results selling door to door are find-out questions. These types of questions are more open ended and allow you to find out more information about your potential customer and how you can help them.

A few questions could be something like:

“What have you done in the past to prevent pest issues around your home?”

“What kinds of benefits do you think a security system would have for your family?”

“What would you do with the extra time you’ll have by having us take care of your lawn maintenance for you?”

When you use find-out questions effectively it can give you several options of how to lead the conversation, and talk about things that will get your potential customer more likely to buy from you.

The most effective questions you can ask are assumptive questions

Assumptive questions are the most difficult to come up with, yet they are also the most effective to ask. Using assumptive questions will make it much easier to lead your potential customers into buying from you.

This is an essential skill you will want to master if you are looking to become a top sales rep in door-to-door sales. By asking appropriate assumptive questions it makes it hard for your potential customer to say no.

You want to formulate your questions in a way that no matter how your potential customers answer it benefits you or leads you closer to the sale.

Some examples of this could sound like:

“Do you want us to do the landscaping for the front yard and the backyard, or just the front yard?”

“Do you see more pest activity inside or outside your home?”

“Would you prefer to set up your appointment today or tomorrow?”

In any of these situations it wouldn’t matter what your potential customer’s answer is because it leads to a sale either way. This is why as often as you can, you’ll want to structure your questions in the form of an assumptive question.

Being successful in door-to-door sales is as much about asking the right questions as it is about avoiding the wrong ones. When you follow the questions outlined in this post it will help you get better results while you are marketing door to door this season.

If you happen to be considering a new door-to-door sales opportunity you will certainly get the best training available as a part of the D2D Millionaire Team. Learn more about becoming a part of our team here!


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In a perfect world, nobody who signed an agreement would change their mind, however, door-to-door sales reps do experience fall-out from time to time, and this post shares tips that you can use to reduce customer cancellation.

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The one thing worse than zero sales is cancellations while selling door to door

It’s tough enough to go through the day without making any sales, but even worse than coming up empty-handed is having a sale that you worked so hard to make, cancel their agreement. Not only do you lose out on the commissions you thought you made, but you also can’t take back the time it took you to make that sale.

If you are a good sales rep it’s inevitable that you’ll sell somebody that changes their mind. If not, you’d just be selling the easy ones.

When you master the skills of selling door to door you certainly won’t be convincing people against their will to buy, but you might have people that are on the fence decide to buy from you. From time to time these people will end up going back and forth and end up cancelling.

Thus, if you aren’t getting any cancellations, it could mean you aren’t trying hard enough to close your potential customers. Conversely, if you are frequently getting cancellations, you’ll likely need to improve your solidifying the sales skills.

Generally 1 in 10 cancels is an acceptable cancellation rate. This proves that you aren’t just selling the easy ones, and also that you are selling solid accounts.

Time is Money in Door-to-Door sales

There are only so many hours in the day to make sales, therefore, wasting time is like throwing away money. When your sales cancel, not only do you lose out on time, but you also lose money.

Making sure that your sales are solid is a skill you will want to master if you plan on making a lot of money in door-to-door sales. When your customer cancellations start to get above 10 percent, you need to fix the problem.

When your cancellations crosses that 10 percent threshold that usually means you aren’t being upfront with your customers, your products or services aren’t being delivered in a timely manner, or you are selling in an area with high cancel rates.

Be upfront with your customers in door-to-door sales

The first step is to make sure your customers are fully informed about your products or services, and the expectations that go with them. You’ll want them to know about any contractual terms, early termination fees, product details, and/or guarantees.

If there is undisclosed information your customers find out about after the sale, that might cause them to cancel. This is actually worse than telling them the information up front.  You want to have solid customers that ideally purchase for years and years to come. Hiding information from them is a quick way to lose a customer’s trust and hurt the reputation of you and the company you represent.

Although you may refer to your contract as a service agreement, if the customer asks if what they are signing is a contract, you’ll definitely want to tell them that it is. Never resort to unethical behavior even if you think it will increase your sales.

Have your products or service delivered in a timely manner

Another stumbling block that sales reps can run into, which can lead to cancellations, is not having your products or services delivered in a timely manner. This is an aspect you can’t always control, but you should do everything you can to have your products or services delivered or provided to your customer either the same day or next day.

The longer you push out delivery, the more likely your customer may cancel. When you get them excited about the benefits of your products or services, the quicker they receive them the better.

You can also include this as a stipulation to getting your discount or special offer. For example, you may say something like, “We do have to take care of installation either today or tomorrow, and that’s why I’m able to offer you the discount…” When your products are delivered quickly everyone wins.

Are you selling in a high cancel rate area

More than likely your company will know if you are selling in a high cancel rate area. If more sales reps than just you are experiencing a high level of fall-out, it could be from the area you are selling in.

Some causes of a high cancel rate could be you are marketing in a low-income neighborhood or areas that are highly transient, such as around military bases or near corporate headquarters of large corporations.

A high cancel rate area should be brought to the attention of your manager so in the future that area can be avoided. In most cases though, when you are up front with your customers and focus on timely delivery, your cancel rate should go down dramatically.

If you happen to be considering a new door-to-door sales opportunity you will certainly get the best training available as a part of the D2D Millionaire Team. Learn more about becoming a part of our team here!


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P.S. If you haven’t done so yet, be sure to Download our Free Podcast on “How To Avoid The Top 5 Reasons Door-to-Door Sales Reps Fail” Click Here For Instant Access!

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Area management is a crucial aspect of effectively running a door-to-door sales program, and a common question we get at D2D Millionaire is what areas should door-to-door sales reps promote their products and services? In this post we answer this question by sharing some ideas of where to start.

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Use existing customers to your advantage in door-to-door sales

If you are looking to start a door-to-door sales program but don’t know where to begin, take a look at your current customers as a starting point. One of the most powerful things you can use to increase sales is social proof.

Social proof validates the legitimacy of your company. Name dropping is a very effective strategy to use while marketing door to door and capitalizing on this idea of social proof.

Name dropping is sharing names of people who are customers (or even those you’ve spoken to) in order to prove that you have a purpose for being in the neighborhood.

Name dropping creates social proof by proving you have an existing customer base in the area and a reason for looking to add more customers by increasing route efficiency for service companies.

One of the great advantages of using a door-to-door sales program is you can name drop to talk to potential customers that aren’t completely cold contacts. All things being equal, people will do business with people they feel like they know, rather than those they don’t.

In addition to social proof you get to capitalize on similar needs of potential customers when you market door to door

Another advantage of starting with reaching out to neighbors of existing customers is that in most cases these potential customers will have similar needs to your existing customers. For example, if you have a pool cleaning service and you had existing customers in an area, there’s probably a good chance other neighbors in the area with pools could benefit as well and would have similar needs.

This theory is applicable to most industries. If you marketed security systems, a common potential security threat is having construction going on in the neighborhood. This increased high turnover traffic from many outsiders to the neighborhood could potentially lead to an increase in break-ins. If one neighbor is affected by this, they all will be.

Another example of this for those selling pest control could be using surrounding areas as the reason for pest activity. For example, if a neighborhood was surrounded by a wooded area, there would be a strong likelihood that all the neighbors are dealing with the same pests. Again, this creates a situation of many potential customers being able to benefit from your products and services because they have similar needs.

Using social proof and similar needs of your potential customers are two powerful ways to structure where you should market your business through a door-to-door sales program. Implementing these two strategies should be a foundation point of area management for your door-to-door sales team.

If you happen to be considering a new door-to-door sales opportunity you will certainly get the best training available as a part of the D2D Millionaire Team. Learn more about becoming a part of our team here!


Did This Blog Help You? If so, we would greatly appreciate if you could comment below and share on Facebook

Facebook: www.facebook.com/d2dmillionaire/

P.S. If you haven’t done so yet, be sure to Download our Free Podcast on “How To Avoid The Top 5 Reasons Door-to-Door Sales Reps Fail” Click Here For Instant Access!

Did you enjoy this post on, Where should you start promoting your business through door-to-door sales, please retweet and comment below.

     
  
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