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The Challenge of Door to Door

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 13, 2008 | about Coaching | 27 Comments
The Challenge of Door to Door

What a great training ground for a sales professional ... Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal.

I remember those days in the home - a few years of them.  As you drive up to the home, you look for the personality of the homeowners in the property’s appearance (you may find conversation openers there as well) ... is it messy, is it extremely neat, are their flowers, color, special features (swimming pool, deck) etc?  Also, when you knock on the door, you stand back away from it and turn your side to it - looking away, until they open the door. This lessens the fear they have of you, a stranger, standing very close to the door, facing it, and looking at them.

Rapport building will begin from the time the door opens until you leave the property. Door-to-door sales will help you learn to speed up for dynamos, slow down for thinkers, and to chat and talk with socialites. And, when it’s a couple, you learn to develop rapport with two people at the same time. 

You also learn to center your presentation on their needs, while learning to ask great questions prior to the presentation. Also, you learn to control the presentation setting - perhaps at the dining room table or in an area most conducive to your product demonstration or the advice you give.

I remember the Southwest Bible salespeople - young college kids selling door-to-door during the summer ... learning to ask for referrals to other neighborhood doors.  Through the door-to-door experience they became good.  Many went on to great careers as salespeople.  The challenge of door-to-door sales makes a terrific proving ground.  It builds heart and mind muscle for those who learn from it.  Always respect those who go door-to-door.  Lance [Note: An absolutely great movie to watch is William H. Macy’s performance in Door to Door (2002) ... or,]

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June 13, 2008

Rick ...
What a great couple of movies to remember ... and, I’m glad you reminded me.  I’m going to buy these for my library right away.  To everyone, please look at Rick’s blog at ... another great guy trying to make the world of sales a better place.

az bookkeeping
August 11, 2008

If you are interested in buying from a door-to-door seller, get everything in writing including price, warranty and all conditions. Tell the salesperson you will check it out and get back to him.

edinburgh apartments
September 13, 2008

Door to door marketing is really hard for sales person. So try to be sure whenever you buy anything from door to door salesman.Nice article. Thanks for sharing.

Simon Cooper
October 04, 2008


I agree with you that it is a great learning ground for salespeople but I’m not so sure too many professional companies operate a door-to-door selling strategy. We have a thing in the UK at the moment where energy companies try to get you to switch service providers using door-to-door techniques. The problem is they don’t train their people very well. They should turn your article into a training course. It offers very good advice.

.(JavaScript must be enabled to view this email address)
October 05, 2008

Thanks, Simon ...
Just as in any profession, there are some door to door salespeople whom do not represent the best in their art, or the best in humanity. I really should not matter if we sell door to door or face-to-face.  Our reputation as honest salespeople wanting to help others do better ... must be maintained with integrity.  And, training should provide the process and skills to get the job done in that way.

I really like your last name.  It’s mine too.

October 13, 2008

I have a lot of knowledge in this area. I would love to say that they are excons…but in my state they are not. They are required to do a local, county, state and federal background check. Then they have to be licensed by the state. Now, I will say this about my competitor though. They will trick their way into your home by offering you a free sign to put in front of your house.

.(JavaScript must be enabled to view this email address)
October 13, 2008

Thanks, It’s good to see that you do not “trick” your way into a house.  People do not like to be tricked into buying something or into entertaining someone’s sales conversation.  They do like someone who wants to understand their situation, their needs and problems, and who proposes a way to help them.  And, they like someone who follows up to see if their purchase was satisfactory.

MBA Colleges in India
October 13, 2008

Great post, one of the most informative posts on this subject online actuallly.

Thanks and keep up the great work.


.(JavaScript must be enabled to view this email address)
October 13, 2008

Thanks Manish ...
Keep on keeping on.  Solve the needs and problems
of those your serve.

Sweet SMS
October 16, 2008

I am in love with your quality articles! I wish I had time and patience to make my blog like yours. Thanks for the informative information you share.

Bookmarked your blog.

\\\\\\\  RAJ   \\\\\\\

.(JavaScript must be enabled to view this email address)
October 16, 2008

Thanks, RAJ ...
You’re very kind.
I appreciate the encouragement.

houston storage
October 28, 2008

i remember i would get these cold sweats before I walked up to the door its an awful feeling

pasadena apartments
October 28, 2008

door to door sales, i almost would rather do something else

November 05, 2008

Door to door sales can be a big challenge, catching people after work and when they are in a bad mood.  You really have to be very considerate and nice, it is a great training ground if you are looking to go into business.

Part Time MBA
November 29, 2008

I can see that you are putting a lot of time and effort into your blog and detailed articles! I am deeply in love with every single piece of information you post here. Reading this post reminds me of my old room mate! He always kept talking about this. I will forward this article to him. Pretty sure he will have a good read. Thanks for sharing!


Charlotte real estate agent
December 21, 2008

no doubt, it’s a back breaking job. but that’s what the challenge is all about. all u need to do is solve the problem.

Lance Cooper
December 21, 2008

Everyone is right ... it is a hard ground to learn sales on, but it is also rewarding and builds courage for the future.  I know some very professional (cold calling) salespeople in Atlanta.  They sell for a security company - burglar alarms, etc.  They have learned to plan each step from the car, to the door, to a tour of the home, to the dining room table, and they are extremely sensitive to the homeowner and their needs.


Engineering Colleges
January 12, 2009

I think that Door to door sale is really a good work to do. It can boost your self confidence because you have to meet new person daily, you have to give preesentations and you have to complete your sales targets. Yes, it is a very tough work. It will give you lot of pressure but it also give you self confidence to success in life.

Computers Software
January 18, 2009

I may not feel:—I never may behold
The spark of life, that trimmed in garb so bright
That flying quintessence of ruby, gold,
Mild emerald, and lucid chrysolite.
Yet am I glad that life and joy were there,
That the small creature was as blithe as fair.

Lance Cooper
January 18, 2009

ah yes ... door-to-door ... that every customer contact and every sales rep who knocks on a door ... that “sparks of life - life and joy were there, that the small creature was as blithe as fair.”

Charlotte Homes
February 12, 2009

Your website looks great. I think you have real talent.

Lance Cooper
February 12, 2009

Charlotte Homes ...
You are very kind.  Much success to you in Charlotte during
2009 and beyond.

Kindest regards,

February 20, 2009

My PhD dissertation advisor once told me that learning is a precess in which you cannot see immediate merits and you don’t know what you learn today will result in. But someday, all these days of book reading and hard work will pay off in a surprising way, and that’s the true fun of learning. I guess it’s the same with door-to-door experience. It will, as you wrote, help one go to great careers. Keep up the good work and good luck.

Famous Bob Marley Quotes
March 18, 2009

Thank you for another great article. Where else could anyone get that kind of information in such a perfect way of presentation.

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