Door-to-door sales is a profession that dates back to the late 19th century, when companies like Avon built empires through the use of direct sales to consumers. Today, door-to-door sales remain one of the most powerful sales channels for a large number of industries.
I have spent years in the door-to-door sales business and have made thousands of door-to-door sales to customers. Below are 10 tips I’ve gleaned from my years of experience that will help anyone selling door-to-door, regardless of experience. These tips are in no particular order of importance, but if I were you, I’d start with numbers eight, nine, and ten. Then start over from number one, just so you can get eight, nine, and ten… one more time!
1. Present a fluent and natural body language. You must give the impression of having a purpose when knocking on the customer’s door. The customer needs to know up front that you’re comfortable with why they’re standing at your door. Use body language to reinforce the answers you are looking for. Pointing, waving, breaking eye contact at the right times are keys to soft, natural body language.
two. Stand at a slight angle to the door. This gives the client a feeling of comfort and not aggressiveness. “You don’t want to be right in the face of the customer.”
3. Act official and look busy. Remember, your time is valuable too. You are in this customer’s home to provide good customer service. The impression that your time is as valuable as the client’s gives the client the peace of mind that you are there in an official capacity and that they need to listen carefully to what you have to say.
Four. Speak in a flat, relaxed voice and SMILE! The smile will set the tone and naturally people will respond favorably to a smile. Make sure your tone of voice is not too excitable or aggressive, but rather practical. Work to give the customer a sense of comfort so that they hear your message.
5. Know your tone, own your tone.The customer has to immediately believe that you know what you’re talking about. You have 30 seconds to break down a barrier, create a report and request the desired response. You have to be trusted immediately.
6. Overcome objections and use appropriate rejections. When faced with an objection, agree by engaging honestly to break down the resistance. Turn the objection around by using a logical response or counterargument (you may want to practice this and think about your responses to common rejections in advance). Summarize the program, product, or company you are featuring. Then close with the assumption that you have overcome the objection and are ready to complete the transaction.
7. Mention important names. Use the names of neighbors to reassure the customer that they are not alone and that “everyone else is doing it.” Do like the Joneses!!
8. Listen!
9. Listen!
10 Listen! There is a simple rule that the best salespeople follow. Listen to what the customer is telling you. Let me be more forceful. SHUT UP AND LISTEN!! The client is directing you to exactly what to say or do next. If you shut up and listen to what they say, you’ll know exactly what to do next. Many salespeople blur customers’ checkout signs because they “have something important to say.” Then they miss the most important signals. The signs of purchase. Shut up, listen and always be closing!!
Happy sale!!
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