One of my door to door sales training customers emailed for help with a common sales problem...
"I got my door to door customers interested but they wouldn't buy it.
" This happens a lot and it ends many careers for those who cannot get past it.
For others, it limits their earnings to the few people who are willing to go ahead.
If this happens to you more than you would like in door to door sales, you are most likely missing a reason to buy now.
Unless you have a good one, why should they buy today? What's the rush? Why not think it over? Door to door reasons to buy now have a bad reputation because weak salespeople often misuse them.
Many salespeople use the same old, "It's the last one" or "The price is going up".
One of the secrets to great door to door reasons to buy now is that you must customize it to something your customer is interested in.
The reason has to solve a problem they told you they have.
How do you find their problems? By asking them.
Another important facet of a reason to buy in door to door sales is that it must end right now.
Not soon, right now.
Let's look at an example that does not involve a discount at all.
Let's assume you sell something that a consumer has told you they want before Thanksgiving.
A weak salesperson will tell them, "No problem, we can install that tomorrow.
" A stronger salesperson might say, "Thanksgiving? I am sorry but we are already booked.
We could install it the first week of December.
" Pause and wait for them to realize they won't be getting it in time.
Then you might say, " I have a customer scheduled this week who doesn't really care if they get it installed before the holidays or not.
I am not sure I can do this, but I'll try to get their date switched for yours.
Our scheduling meeting takes place first thing tomorrow, so it's good I can still get your order tonight.
I'll write "Must be installed before Thanksgiving" on your order and I'll get the paperwork started.
This is just one example.
The reason to buy that will unlock the sale for you could be a discount, it could be a special installation team, it could be a special interest rate or it could be an accessory.
Whatever reason you use, make sure it is something that the customer told you was very important to them.
I trust you appreciate the difference and see the benefit these reasons give you.
It helps you lead your customer to the right decision.
I hope you see how a good reason to buy now will help your door to door sales.