It’s July and every blue collar services professional salesperson and technician is as busy as a one-arm wallpaper hanger! This is also the season when the neighbors of your customers may just have the same problems and issues as your customers. This means they may be more receptive to a door knock and a short introduction than at any other time of the year.
Therefore my suggestion is to invest an extra ten minutes at the conclusion of every sales call and attempt to make contact with the neighbors on the left and right of where you are. Then go across the street and repeat with both of those neighbors. If you happen to have additional time while in the field, why not canvass the entire street?
In this post I don’t want to put words in your mouth on what to say, because that’s not sanitary; but my focus today is on what NOT to say. Many questions salespeople ask are inane and turn potential customers off. Specifically, quit asking the following five questions, (followed by my comments).
1. Have you ever thought about buying a ________________ service? No! Assume interest and just quickly give them reasons to listen. For example, if you are selling pest services; “With all the bugs in our area I’m sure you have a pest control service. Who did you go with this year?” This is a helpful way to start a conversation, and will provide you needed information for what to say next.
2. If I could help you save money on _______________, would you be interested in talking to me? It’s your job to create interest. You’re already there, so assume interest. Instead say something like, “I’m sure you are like most people and are always looking for ways to save money on services…”
3. Have you heard of my company? What’s the value of asking this? If they have positive or negative feeling or impressions about your company they will chirp and let you know. Skip this and quickly deliver your message before you wear out your welcome.
4. Have you seen our trucks in the neighborhood? How does that add value to your approach? If you feel compelled to include this in the conversation, change it to, “I’m sure you’ve seen our trucks around…,” and tie this into something that adds value to what you’re selling.
5. Is this something you’re interested in? This is the annoying, worn out question often asked after salespeople deliver their message. Stop it! Your job is to generate interest, so do it and close the sale. Be positive and finish with something like, “Your approval right here on this service order will ensure your startup on Monday when our install crew is scheduled to be in this neighborhood.” Their response to that assumptive closing statement will tell you whether they’re interested!
An activity like this will definitely help you pick up some additional sales and increase your footprint in your territory. As you press the flesh and chat ‘em up remember that people buy from people they like and trust. Additionally it’s important to be conversational and consultative, rather than “salesy,” as you interact with residents.
Regardless how you feel about this activity, once you succeed in selling one or two, your outlook and attitude about this endeavor will definitely spike!
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“Great Article Doug! – I always look forward to your insights for growth and improvement. ” Ron Ayotte, Sr. Account Manager, Invision Technologies, LLC. If weekly articles like this would be helpful in your business, subscribe FOR FREE to Doug’s Selling Point newsletter.
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