I’m sure you’ve been in the situation when after going through your entire sales pitch and value build, the prospect says, “I need to think about it.” This is so frustrating! In this post we’ll be covering some tips to get potential customers to buy right away.

Tips for Getting Your Potential Customers to Buy Right Away

Unfortunately, a lot of sales reps spend their time with people who aren’t genuinely interested in buying

One thing to understand in sales is that a lot of potential customers who really aren’t interested will rarely directly tell you no. Most of the time they say something like they need to think it over, they want to do their research, they don’t have the money, etc.

Not to say that every objection you encounter while selling door to door is fake, but there’s a difference between someone wanting to buy but having a concern before they do, and someone who gives you an objection as a polite way of saying no. Sometimes this is referred to as “The Nice No.”

The first thing you want to do when you are talking to a potential customer is determine if they even qualify for your time. Too many times sales reps try and convince everyone to buy, even those who have no interest. In fact, a large portion of people you encounter in door-to-door sales wouldn’t take what you are selling for free, let alone spend money on it!

Thus, directing the majority of your time only to qualified customers is key to spending time with the right people.

Establish a timeline to make a decision with your prospect so they can’t just think about it on their own time

As stated above, a lot of the time when you get a potential customer saying they want to think about it, it really comes from a couple things. Usually it’s that they aren’t really interested, they didn’t qualify, there wasn’t enough value built with your offer, or they don’t have a good reason to buy now.

A great way to create a reason why a potential customer should buy now is by establishing a timeline of when they have to take action to get some sort of special offer.

For example, if you were offering a discount to fill a couple spots in your technician’s routes, you can establish a timeline and get more people to buy now when you offer the special discount for today only.

Another way to establish a reason for your prospect to take action now is through the fear of loss. This means you could say something like, “It’s certainly fine if you want to think about it and get started with us down the road. However, if you did want to get the exclusive offer we have right now and lock in that discounted price, I’ll need to know by the end of the day today. We are happy to help you out whenever works best for you, but outside of getting started today, you would have to pay the regular price of our services.”

When you use a timeline it can make your potential customers get off the fence and a much higher percentage of the people you will talk to with this strategy will get started right away.

Don’t worry about being direct while you are marketing door to door

Another thing sales reps struggle with while marketing door to door is worrying about being too direct. There is a difference between being aggressive and pushy and being direct.

For example, when someone says they need to think about it, don’t hesitate to ask them if that’s simply a polite way for them to say no. A quick no is far better than a drawn out maybe. When you are waiting around to follow up, or basing your schedule around someone who wants to think about it, it can dramatically decrease the time you have to spend with prospects who are really interested and willing to buy.

Beyond using the fear of loss and establishing a timeline, being direct can help you sort through the interested prospects and the tire kickers who aren’t going to take action. If someone said they need to think about it you can also directly ask, “What is it specifically you need to think about?”

You might also say, “I can appreciate that you want to think things over. As I said before the discount we are offering is for today only. I’m just curious though, what would be the determining factor for you getting started with us today?”

With this approach you can see what might be the real reason behind their hesitation that you can overcome, or if they still are beating around the bush and say they don’t know or they still just want to think about it, you probably want to just walk away from the sale and focus on someone who is truly interested in buying.

Implement these strategies in your approach while marketing door to door and it can help you make more sales and focus on spending time with the right people.

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

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Email: robg@D2Dmillionaire.com

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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It would be great if every person you talked to while selling door to door bought from you without expressing any concerns. However, this is extremely rare because most often you will get an objection (or several) from each prospect.  Today’s post is about how to buy yourself more time to overcome any objection.

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How to act when you get an objection while selling door to door

A common mistake sales reps make is wearing their emotions on their sleeves. Basically this means they don’t have good body language and facial expressions when they get objections.

It doesn’t matter how crazy or outlandish someone’s objection is, you need to act like you hear it all the time. If your body language or facial expressions say otherwise, you are going to have a hard time overcoming that objection.

Also, don’t react negatively to an objection. This could make the potential customer feel justified for having the objection. This is the last thing you want to have happen in sales.

Use buffer and transition words to buy yourself time to handle objections and concerns

An effective way to assist you in gathering yourself when you run into an objection with your prospects is to use buffer words and transitional phrases. This can also help you maintain your composure and keep your potential customers at ease.

Some of the most common transitional phrases and buffer words are as follows. “That’s a great question.”, “I’ve heard the same concern from a few other neighbors.” , “Well that’s exactly why I’m here.”, “I can appreciate that.”, “I get it and I completely understand where you are coming from.”,”That’s fine, let me just tell you what I’m doing for your neighbors.”

In addition to buying you some extra time to gather your thoughts and respond appropriately, buffer words and transitional phrases also let your potential customer know they have been heard.

Customers still buy even if they have objections and are more likely to do so depending on how their objections are handled. Unfortunately, a common mistake sales reps make is jumping down their prospects throat immediately after hearing an objection and try to overcome it before they fully hear out the prospect and show some understanding.

When a potential customer feels they have been heard and are being listened to, they are much more responsive when you try and overcome their objection. Staying calm and collected is essential to becoming a great sales rep. When you use transitional phrases and buffer words it can help you do just that.

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/

Email: robg@D2Dmillionaire.com

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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Having in-depth product knowledge can really make a difference when you are selling door to door and can help you close more sales.

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Why Leading With Education Is Important While Selling Door To Door

A lot of sales reps think they need to be “fast talking salesmen” to close sales, however that isn’t really the case. The more you come across as someone who is trying to be helpful (i.e. a messenger of good news), the more sales you will make.

One of the best ways to do this is to lead with educating your potential customer about your products and services and positioning them in a way that can help them. People do business with those they trust and that are a credible source on what it is they are promoting.

When you lead with education and teaching your prospect about your product or service, it positions you as an expert in your field. People want to buy from people who know what they are talking about, and when they feel like you know more than they do, this can help you to close more sales.

How Can Having Extensive Product Knowledge Help You Close More Sales?

There is another reason why having extensive product knowledge can help you close more sales, and that is being able to customize your value build and service explanation specifically for your potential customer’s needs.

For example, if you were marketing pest control and your potential customer had an ant issue, the more you know about ants and the products and techniques used to treat for ants, the more you come across as an expert in your field.

The more confidence your potential customer has in you, the more likely they are to buy from you. You also avoid the dreaded, ‘Yes-ma’am’ ‘No-ma’am’ mistake by agreeing with your prospects because you don’t know any better.

When you educate while you sell, especially during the value build, this positions you as an expert and establishes credibility. It also makes your potential customer feel listened to and that you really care about them.

Having extensive product knowledge will also allow you to spot and diagnose problems much easier and offer a solution. One of the best ways to qualify a prospect is to see they have an issue that your products and services can help with.

If you have extensive product knowledge and industry knowledge it will be much easier for you to identify potential needs for your product and service, rather than relying on a potential customer admitting to having a problem.

The more you know about your products and services the easier it will be to sell your products without needing to be a fast talking, pushy salesperson.

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/

Email: robg@D2Dmillionaire.com

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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