HOW TO MASTER COLD DOOR SALES

Learning the basics

Cycle of development:

• Office Routine
• Law of Averages
• 5 Steps
• Stop Sign Theory
• Impulse Factors
• 8 Steps
• Impulse Curve
• Rehash
• 3 R’s
• 3 F’s
• Office Pride

How to sell door to door:

When approaching a cold door sale scenario there are basic steps within the first thirty seconds that need to be taken in order to be able to proceed with the sale. These are very important as they are the basis for the first impression and could make or break a sale.

Step 1:

Introduction: The key to a proper introduction is to create comfort.

• Smile: It creates a mirror effect on your listener.
• Eye Contact: Keep and maintain eye contact, it creates a feeling of trust.
• Excitement: Excitement is contagious and allows you to bring the listener to your energy level. It also builds impulse.

Step 2:

Short Story. K.I.S.S.

The key for the short story step is the KISS Factor.

KISS stands for Keep It Short and Simple.

1. Qualify yourself

Through the short story your aim is to qualify yourself and you do so by answering the following questions:

• Who am I?
• What am I doing?
• Why am I here?

2. Qualify them

Once you have qualified yourself you proceed to qualify them. You do so by asking questions that relate to the item you are selling but also sometimes need to be broad enough that they will qualify themselves. For example: Do you like to save money?, Do you get out at least once or twice a year?; Think you will spend $40 or $50 this year in (...)?

Step 3:

The Sale.

Once you have qualified them you proceed with the sale of the item in question. Your aim is to show them how the item will create value for them, whether they will save money or make their life more comfortable.

Step 4:

Close the deal.

Closing the deal is easy enough as for example saying “I will wait out here while you get your checkbook”

Step 5:

Rehash. Rehash is a bit like adding a cherry on top. Once you have closed a deal you proceed to close them again on something else. The buyer is already in buy mode and so it is easy to have them hand out a couple dollars more for more value.

When you are out selling in the field, there are certain ethics and rules that need to be followed:

1. At times you do not represent the client but a third party sales company. In these cases one should never mislead the consumer. For this reason you would use the word “They” They have us out running around talking to people” They want to invite you” They are giving away”. Never “I’m with (...)” or “I’m from (...)”
2. If ID Badges have been made available you need to always wear them so that they are visible.
3. Honesty is the most important factor. Always be honest and always follow the rules.
4. Do not sell to anyone that is under the age of 18. If they look young you should qualify them before anything by asking them “Are you over 18?”
5. Don’t be pushy. Understand the limitations of people and the people you are dealing with. If they look uncomfortable and like they are being pushed into a sale, walk away. It is counter productive to close a sale but gain an unhappy customer so they should only be closed if they feel like they want to, not because they are being pushed, bullied, pressured to.
6. Always be polite and courteous. You may also use general humor. Never use sarcasm or any type of humor that may feel insulting to the buyer.
7. When inside a business: Be patient and don’t interrupt their regular business. Always ask the manager or person in charge first. Never pitch somebody else’s customer unless you have explicit permission to do so.
8. When visiting people’s houses: Always be responsible and respect their property. Don’t touch anything that is not yours, don’t trample over their flowers, etc. Use common sense, be smart and respectful.
9. Ring the doorbell once, if there is no answer knock once. If there is still no answer walk away. A person that does not want to come to the door is not a person that is likely to buy, therefore it is not worth your time.
10. Never peer into windows of houses or cars. Don’t act suspiciously, don’t make neighbours suspicious. Respect people’s privacy and property.
11. If a child or kid answers the door and invites you in, politely decline the offer by telling them you will wait outside while they get their parents.
12. Always make the customer at ease, use common sense and don’t put yourself in a situation that might make people scared or suspicious.
13. If a customer asks a question for which you do not have an answer, don’t make stuff up. Just say you don’t know and either call your headquarters or ask your prospect to call the client.
14. Whether you have sold a prospect or not, always invite them to visit the client’s business. This will leave them with a happy feeling and it is good for everybody. Above all sales are about marketing and advertising so you should always leave a good impression.
15. If asked to leave, leave quietly and politely. Always avoid confrontation.

Some first impression standards to keep in mind:

• Any kind of hats are not appropriate.
• If you have been given a name badge wear it always in plain view.
• Shirt and tie should be worn at all times.
• Jeans of any kind are not appropriate.
• Short of any kind are not appropriate.
• Always have your ID.  

If you remember to always focus on creating value for the customer, the customer will create value for you. This helps build businesses.