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They say features tell and benefits sell. What that means is that features are the bare facts about the product but people buy benefits. How does that feature benefit the customer? That benefit will be the reason for the customer to make a decision It is extremely important to express yourself with enthusiasm or passion when presenting benefits to the customer.
Lastly in this section make sure you share company objectives, team goals. Everyone needs a vision that they feel that they are working together as a team to accomplish. This should bring team synergy with a clear target to hit together.
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MailChimp’s stats reveal nice numbers such as how many people signed up, how many email messages were sent, how many were opened, and how many clicked a link within the email. But can you honestly tell me if you were able to figure out which campaigns worked the best for you?
It is also a great idea to do team building activities that are outside the office. This just helps bring the team closer together. Teams that work together eat together play together stay together.
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Brian Tracy says that whatever product you are selling there are 6 common objections. So in essence what my 6 objections I had faced might be similar but might not be the exact same. So whatever your 6 common objections for your business is you must figure those out and develop a script to overcome those objections.
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Many people have tattoos now at days but it is best to have them covered up. It might be trending or an okay thing but you never know when you might have a senior conservative customer that would look down on tattoos. If a customer has a strong stance against people with tattoos it is most likely they will not conduct any business with you.
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I would not recommend doing that with any home that has a “No Soliciting” sign. I think only his accent and his personality would have been able to pull that off.
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It is similar to police officers they should expect to run into some crazy person that is calling them names. The police officer should expect that.
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This can be a difficult subject for leadership since you always want your team to reach their highest potential. So if you give them a sales target but they, in fact, can do more. They will tend to hit that target and stop right there. So in my experience, it is always crucial to base your sales teams expectations on the activity because if they are doing the right activities this will lead to the highest amount of sales they can achieve. So from the beginning in your door to door sales training, you must make it clear your expectations on how many doors they must knock, how many presentations this should lead to and ideally how many sales they can receive. So the expectations should revolve around the activity of doors knocked and presentations they are getting to do.
If you are working in a community or business area you should always remain professional whether you are with your customers or not. Since everyone around the area or community has the potential to be a customer or possibly have influenced your sale. You should be courteous and respectful to your community and surroundings. There have been many times walking by various pedestrians in the street turning out to be customers because before I knew they were on my lead list I was polite and asked how their day was. Since I was polite and friendly they were more receptive and listened to my introduction. Even if the pedestrians you encounter are not on your leads you can possibly make them a customer if circumstances permit.
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Whoever you are trying to get to know you should take note and remember their name. Most people love the sound of their name. When people hear their name it is like music to there ears.
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He would have no right to be physically abusive and even lash verbally to that person. I do understand how many people can come off rude but just think you don’t know what they might have just experienced or what they might be going through.
This would be similar to a clothing store associate tries to be helpful to a customer when they ask a customer “Hi, may I help you” and the most common response is “Oh no thank you, I am just looking” So that is not a real reason not to by and is called a smoke screen objection. You have to get around the smoke to uncover the real concerns of customers.
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Before you get out to the field you should be prepared. The better you are equipped to handle unordinary situations the more likely you will get sales. You should be dressed professional but not an office professional with a suit but you should not wear jeans in the field. Your pants should be pressed slack-like material a nice unwrinkled shirt. This should have a logo of your company present. You should also have a badge with your company’s contact information. The public is really leary of strange people walking out in their neighborhood so you should look clean and professionally dressed. You should also carry flashlights or glow sticks or any kind of like if you plan on knocking when the sun goes down. You should be lit up like a Christmas tree. This will help you look less threatening in the dark.
Make sure meeting are fun and engaging but most important is that the meeting has value for everyone. One thing that any sales reps hate is wasting their time in a sales meeting that they get nothing out of it that benefits them.
Templates are a big deal for a lot of users. All the kings horses and all the kings men cannot make a subscriber sign up for a service that has no value. And all the fancy templates and stylish opt-ins won’t help either. If you’ve got something valuable to share with your readers, a simple user-friendly template is all that is needed to get the job done. Nathan was able to do all his book sales via the same options and that’s living proof of its success.
I think it is important with today’s generation, the so-called millennials, that you are clear about the expectation you have for your team. Get into the basics with dress code attendance and activity. Millennials need clear direction and someone that keeps them accountable. They tend to feel more engaged when you keep them accountable.
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Tapping into the unconscious mind can be done by asking simple questions getting them into an almost trance-like state. Making them believe they are answer questions that are consistent with what they might have said in the past. You can also ask questions that will trigger a “Yes” response. The more simple the question the more effective you can be. Here is an example of the type of questions you can ask a customer.
When discussing time in a dialogue always talk in a present tense. Use the words like “today” and “Now” to encourage an organic sense of urgency. Speaking quick and straight to the point will also encourage urgency. Just keep in mind never to discount clarity to speak fast. Clarity is more important than speaking fast but you do want to speak quickly since it can be perceived to be important and urgent.
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Probing questions are like the traffic signs that point you in the direction from your introduction and presentation to your close. The most important part is learning what type of questions to ask and what relevant questions to ask.
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In my opinion, when someone rings your doorbell what immediately comes to mind is that someone I don’t know is ringing my doorbell compares to someone who knocks on my door I think it more likely is someone that I know. Now there have been occasions where I knocked on the door and I felt like someone was in the home and I thought maybe they just didn’t hear me knocking so I would ring the doorbell.
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Sales Rep: Wow, you must be in sync with your neighbor. They said the exact same thing before they decided to get this from me. Let me explain why.
It is a great idea to check the towns and cities you plan on working in since they are all different. Some areas enforce permits and are really strict while some towns may have other priorities they focus their resources on. The towns that don’t enforce permits might have each individual homeowner decide what they will allow by enforcing a residence “No Soliciting” sign.
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After writing this I have come to the conclusion that there so many topics. This article does not do any justice to all the different topics that you can use. I will have to make a part 2 and maybe even a part 3. When I was writing this I just keep on bouncing ideas old ideas and new ideas that would fit well here. I have so many notes and I could keep writing on and on but I wanted to wrap it up to get a few ideas out and I will do the second part in the future.
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The key to your new hire success is going to be determined on how fast they experience small wins. So train them appropriately an push them hard to achieve those small wins.
The scary truth about face to face sales is that it is probably, in my opinion, the most effective way to turn a cold call into a long-lasting lifetime customer. With that fact in mind, if a sales agent had the option to choose this method or do something with the least impact to the business, most sales agents would not choose to do face to faces sales.
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Every time you are about to pound the pavement and knock doors this should be the time you have a positive attitude even if you are not up to it you must fake it until you make it. Every person you walk by on the street you should greet them because you never know they might be a person that is on the other side of your next-door that you knock. Again I will repeat you should always look busy and walk fast like you have a purpose. If you look busy with purpose you give the perception to the residents that you are there for something important. They should be looking at you and curious. They should be wondering what is going on. You should not give the perception as you are just trying to sell them something. This type of attitude that is trying to get across to the community is going to get the residents to want to open the door for you out of curiosity when you knock their door. If you get people ignoring you when you knock on their door like as if they are hiding from you Then you probably didn’t get this perception across correctly.
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Since you started out with the highest priced package you can remove a couple of features or lower the package which will lead to a lower price. Now you might repeat that scenario with the customer a couple times to where you are given a smaller package that the customer feels comfortable with and the feel as they fought for a deal. That makes them feel good about something maybe to brag about to friends and family.
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There are various ways to sell when it comes to pricing but you never necessarily want to win the customer over on price. A solid sale will have to be the customer buying based on the features and benefits of the product.
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So how do we get people to like us? That is where Dale Carnegie’s book “How To Win Friends and Influence People” comes in great use. This book is a timeless classic that was published in 1936 and it still is relevant today.
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I’ve already discussed the pricing aspect before. This is not a negative for ConvertKit but clever pricing mechanisms of other service providers can easily fool you into thinking that ConvertKit is expensive. Where it might hurt a bit is the absence of a free plan.
Loaded question are questions that you ask that lead your customer to answer in a certain way. These type of questions are used to force a judgment on something. Depending on the person but in my opinion I stay away from the negative type of loaded questions but I have seen people be effective using loaded question with a negative tone. Loaded questions cause your customer to think in the tone you put the question in. For instance, if you ask “What are some of the bad experiences you had while using your current service? Although it causes your prospect to think in a negative way about their current service which can lead them to choose your service I personally don’t like to bring up any type of negativity on my own.
If you are getting dropped off or you are driving yourself I would usually park or get dropped off in a spot that was not directly in front of one of your potential customer’s homes. This is more of a matter of preference. Once you are off and knocking it is never a good idea lingering or loitering around a neighborhood. Always look busy even if you are not doing anything just look busy. Even when you think there is no one looking at you stay looking busy. There is always someone looking at you. Think of those nosey neighbors that are looking behind a curtain or even now many homeowners have cameras right on their doorbell.
Yes momentum is a fun, simple, but effective way to close more sales. I have listed probably one of the most detailed training materials that I have seen on the internet for you to take advantage of. Practice this technique and it is guaranteed to help you make more sales. Once you practice this technique and master it you will notice that this form of questioning will come out natural and you will end up using it during normal non-sales related conversations. When you are practicing this form of questioning use what you feel comfortable or create your own words to get your customer to say “Yes”. That is the key to closing more sales when you get your customer to say “Yes” Let me know what you come up with.
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In the course of my 5 year blogging journey, I have been through my share of email marketing tools. I’ve read top reviews on the best email marketing software, struggled with some free tools, paid my way through premium ones and yet never found a tool that was worth my time and money. That’s why even though I did come close to doing a full review of my personal best choice, Aweber, I never really sat down to do it.
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There are some sales reps that like to smoke cigarettes and if you do you should never smoke cigarettes in front of a residential home. You should also never toss your cigarette butts around someone’s home. If you do smoke make sure you carry some gum and cologne. You do not want to have a hint of cigarette smell.
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My patner was a veteran sales rep and had door knocked for years but he was new to our team and new to California. He had knocked across the country but he was originally from Alabama. He had that deep drawed out southern accent. His sounded a little like the comedian Jeff Foxworthy. He called me over and asked me if we knocked those homes in California. I told him it was completely up to you and since we had not had to much contact he decided to knock the door.
All sales teams that produce at a high level have a sales process that is trainable, flexible and measurable. Measurable activities should be captured in real time and at the end of each shift. The sales process must be trainable to where you are having newly hired reps along with your veteran reps following your process and are able to record their data. The process should contain the plan of action on how to approach a neighborhood. How many doors and presentation they should be having. What is the plan to get as many presentations as possible? How many different reps will you have to meet a potential customer if the first rep to make contact does not close the sale.
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The unconscious mind is used when people need to make quick decisions. For instance, when you are driving and an accident happens right in front of you your unconscious mind is what you use to make those instant decisions.
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Being well versed on your products pricing and promos enable you to be creative when dealing with objections about competitors or shop savvy customers. Generally speaking, you should be able to beat any other deal that is in direct competition with you either structuring a package where the customer gets more bang for their buck if you can’t beat their pricing using your promo which you use as a wild card play at the end.
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I know everyone has heard of rhetorical questions but they are mainly used to provoke thought in someone’s mind but not requiring an answer. Most of the time this question doesn’t require an answer since it is probably answered that has been established and would probably seem silly to answer. This question is just made to place an idea in your prospects head. These are used often while public speaking but can be used in a more personal setting a just triggering a nod of the head.
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There are effective ways to work with pricing in your benefit. There is a technique called Top-Down Selling that was a close that I used many times. With this technique, you must have a good grasp on your pricing and promos. In essence, you start out with your biggest offer. You know the package that comes with all the bells and whistles. Usually, it will be your most expensive product with all the extra features. Now when a customer asks for some pricing. You just list out all the features. Makes sure that you go over every detail so when you come to the price you exciting say they will be getting all that for blank blank dollars.
The reality is far from it, in fact. Facebook advertising, although it has helped many business owners grow, requires strategy and effort to work.
I call open-ended questions the Blabbering question because these are the type of questions that you use to get your prospect to blab and be open. This type of question begs for an answer to be creative long-winded and informative. When you use open-ended questions you must pay attention to every word along with their body language. Most prospects will give what is called a Freudian slip and drop clues that you can use in your close. A Freudian slip is like a subconscious line that they most likely didn’t intentionally want to say but it just slipped out. These slips are generally something they might be holding back behind their buyer resistance since most people don’t want to be sold they want to be bought.
This is also a great opportunity to have your top reps go over their best practices in the field that may be useful that your new hires hear. You can go over and train any techniques or any part of the sales process your team might need improvement.
At the moment there are about 8 automation rules you can perform. All you need to do is select a trigger on the right to perform an action listed on the left pane.
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It is said that you should hire slow and fire fast. I take from that is that you should give the perception that you are providing an awesome opportunity. An opportunity like no other that people are lucky to get. You should never present your opportunity like you are just hiring everyone because your prospect will not take it seriously and will not be grateful. So, in turn, will not put in their best effort.
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In John C Maxwell’s book, 21 Irrefutable Laws of Leadership law #20 is the Law of explosive growth. If you want to experience long-term success and growth you must develop leaders and not followers. As Dr. Maxwell states you must have the mindset of wanting to be succeeded and not needed. With that mindset developing leaders will consist of spending 80% of your time with the top 20% of your team. Focus on your top leaders’ strengths. You can build off their strengths and this will overall ensure your teams’ long-term success. By focusing on multiplying your team not adding to your team you will experience explosive growth. You will eventually get tired of dealing with each individual sales rep personally so developing leaders around you can keep your sales team always on top of their game.
Another question that I get asked from new reps is whether you should knock on homes that have a no soliciting sign. If you do decide to knock homes with these signs make sure you are aware of the laws in your area because some states consider it against the law. I would never recommend you to break any laws. I did write an article about Door To Door Legal Issues you should check out for that.
The presentation consisted of 42 questions the resulted in a “yes” from starting out when you knock on the door and your first question is “Do you live here”. If they said ‘No” then there was no point in continuing the presentation. If the homeowner said “Yes” then the sales rep continued the presentation ask these “Yes Questions” until the last question which was confirming the purchase and writing a check. This contributed to Encyclopedia Britannica having one of the most aggressive and successful sales teams in the world. I would suggest to you that you take a couple of days and write out a sales presentation that has at least 42 questions that would result in a “Yes” answer. Let me know how effective this is in the comments.
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Competition research can sometimes be neglected but this knowledge will help you know the facts. If a customer is saying a lot of positive things about your competitor but maybe the exaggerate but you are equipped with the knowledge to know what is a fact and what is not. This knowledge will help you in giving a professional recommendation that fits your customers’ needs especially when you are winning over the customer from a competitor.
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Sales Rep: Oh yeah, I understand but wait until you find out exactly why I am here. So my name is _ and the get into your pitch.
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If you have a positive mental attitude with some enthusiasm when you do anything in life you will be more likely to accomplish what you are set out to do. This is one key factor, believe it or not, you have the most control over. If you feel like outside circumstances determine your attitude you are completely wrong. No one has the power to control attitude unless you give them that power.
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This is a management level overview of a strategic plan for an effective door 2 door sales training. These are valid key points that if are implemented correctly can improve a door to door sales organization. Remember if you fail to plan ahead then you are just planning to fail.
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When your business begins to expand and grow, you’ll want things to be automated. Automation is all the buzz now and it doesn’t come cheap or easy.
The last simple form of tie downs is just adding the word “right” or the word “correct” at the end of a question or statement. This is another way of having your customers agree with you. This should always trigger a “yes” response.
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You can use whatever mini script that works for you. These have all worked for me in one way or another. Pick the ones that you feel comfortable with and make sure it is compatible with whatever product that you are selling. When overcoming this objection you should never make it a confrontation or an argument. You are merely trying to get around this smokescreen objection so you can get your pitch off and hope to entice the customer and peak their interest.
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Door knocking etiquette is really about how an individual should act while knocking on doors in a community. Many new sales reps are always worried about how to act in the public while knocking doors working to get sales or just trying to acquire new leads. It should not have to be said but I guess in today’s age where there is so much information something can be confusing but I would say overall you must be respectful and polite. There is no exception to this unless you or someone is in physical danger. Remember words do not hurt and you are the professional.
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When you knock on the door make sure you step back about 5 feet and remember to look busy. Do not just stand there staring at them when they come out.
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I get this question all the time. If you should knock on the door or ring the doorbell.
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If you’ve been marketing online, you’ll know that Facebook is on track to make over $60 billion in revenue this year from advertising. From acquiring new customers to building better brand awareness, Facebook ads help many small businesses grow online today!