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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) ... http://www.imdb.com/title/tt0274468/ or, ]http://www.imdb.com/title/tt0274468/]
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 http://therainmakermaker.com/ ... another great guy trying to make the world of sales a better place.
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.
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.
Lance,
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.
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.
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.
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.
Great post, one of the most informative posts on this subject online actuallly.
Thanks and keep up the great work.
Manish
Thanks Manish ...
Keep on keeping on. Solve the needs and problems
of those your serve.
Lance
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 \\\\\\\
Thanks, RAJ ...
You’re very kind.
I appreciate the encouragement.
Lance
i remember i would get these cold sweats before I walked up to the door its an awful feeling
door to door sales, i almost would rather do something else
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.
Have your say
Rick
June 13, 2008
AHHH! The bad old days! Thanks for the memories and I agree with you. I learned stuff back then that I still use today. My movies were Paper Moon (http://www.imdb.com/title/tt0070510/) and Tin Men (http://www.imdb.com/title/tt0094155/).