There are hundreds of books, recordings and videos available on in home sales. So why doesn’t the average salesperson perform to his or her potential?
Maybe they’re falling back on various myths, one of which is that big discounts play a large part in closing the sale. Another myth is that two-step closing is the preferred method of interacting with the prospect today. A third myth relates to so-called “special” pricing arrangements. The truth is that these are all old-fashioned methods of selling in the home.
So how about the realities of in home selling? Closing is less of a mystery when you understand the statement: “Closing the sale is the natural conclusion to the satisfactory completion of each stop of the selling process.”
That’s why many sales are lost before you even get into the prospect’s home, such as over the phone by unwise qualification processes, at the prospect’s door by inept opening statements, or by failing to allow sufficient time for a “walk around” or needs assessment.
Another reality: Where are you getting your statistics and information regarding how to sell more with the same number of leads in the same amount of time? Customers’ buying methods, values, and attitudes about salespeople are changing daily. Your sales methodology must be built on this rather than on your personal values, philosophies and opinions.
The prospect/customer is the key ingredient in a sound in home sales methodology. How the prospect thinks and feels has to be the major consideration in the development of a sales system, or that system will not produce the results intended.
Now some self-analysis. Is your presentation becoming longer and inclusive of more information, while resulting in diminished customer interest? Does your presentation start out with your company name and product instead of what the customer may need? Do you really know how to do a “walk around/needs assessment”? Do you quote the price before you’ve sold value or hold the belief that your brand, reputation, or a sizable discount will carry the day?
If you answered yes to any of the above questions, you are in the majority.
The truth is that while there is an abundance of material available for training in home sales professionals, most of it is highly laborious and cannot be digested in one sitting.
The need for a more effective method of learning has led to Super Sales Training – – the first online sales training series devoted to the in-home professional.
We will be holding a complimentary premiere of this special program in conjunction with the Remodeling Show this October in Baltimore.
More details are soon to follow, but make sure to get on the list of attendees early (only 300 seats are available).