| Sometimes it is better to come back for a second | | | | spoken to all decision makers. This is tough to do and |
| door to door sales trip than to leave too much | | | | not look like you are being disrespectful to the person |
| information with a non decision maker. For example, if | | | | who is available. That's why we recommend that you |
| all decision makers are not available when you knock, it | | | | have a reason ready why you need to do a |
| will be better to have a reason to come back. If you | | | | calculation or something before you can calculate the |
| sell cable TV and a decision maker is absent, it is | | | | price for them. |
| better to ask questions about what they use now and | | | | As I have discussed in our sales training, be sure too |
| make an appointment to come back and go over the | | | | that you have a good reason for knocking on their |
| results than to present to just one person. | | | | door. Today, you should never knock without a reason |
| If you sell roofing, for example, if all decision makers | | | | why you are there. Reasons could be your company |
| are not present, I suggest you take measurements | | | | is installing equipment on the next block and since you |
| and offer to come back for an appointment when you | | | | have to wait for the installer to finish, the company will |
| have "run the numbers". | | | | allow you to do a $120.00 assessment for them at |
| This approach is also important if you sell a product | | | | absolutely no charge, to see how much they could be |
| that takes more than 15 minutes to demonstrate or | | | | saving. |
| calculate. Busy people are not likely to want to give a | | | | If you sell a product you can see from the road like |
| stranger without an appointment more than 15 minutes. | | | | chimney flashings, siding, landscaping etc you can |
| Many salespeople believe that one member of a | | | | knock because you noticed something like damaged |
| couple can make buying decisions and that is true in | | | | shingles and you are just stopping to let them know |
| many cases. However, even if one person can make | | | | before they get any water damage. This approach |
| a buying decision, they can still use the excuse that | | | | makes you look very helpful and is a great |
| they, "need to check with their spouse." There isn't | | | | conversation starter. |
| much you can say about it after they bring it up. | | | | Give these tips a try and they will help you open a |
| Never leave a price or a brochure unless you have | | | | few more doors. |