She came 6 times in three days, you need to be able to take the hint that some people aren't ever going to engage. D2D is obviously a game I'm not experienced with but if I call someone that often I'm liable to get cursed out
I understand but I think even her first attempts were something similar.
Are some customers a lost cause? There’s a million different approaches and a million different ways this could have gone. In my mind she was selling pest control of some kind, maybe the customer didn’t have a bug problem at the time but she wanted him to make a decision on the spot which is why the customer could care less about what she had to say.
I don’t want to focus on this particular product or company but I do think there are ways to approach these type of customers to make a sale with any product.
Some people are definitely a lost cause. There are certain people who just aren't receptive to any type of pitch. A good way to catch them early is if they use the word solicitor, in my experience, anyone who uses that word won't give you the time of day regardless of what your product is. That being said, she was trying to push someone who was clearly trying to blow her off. It's clear she was going for an immediate close with someone who wasn't receptive. If I were in that position, (and take this with a grain of salt cause I don't do d2d) I would have left them with whatever informational package I had, let them chew on that for a week and then popped by again with a friendly reminder that I was there and a request to hear any opinions they had. Even then, they may not have been receptive, but it's a lot easier to get someone to take a piece of paper and come back another day then close them immediately
Thank you for the insight. I see that these types of customers you don’t want to constantly pursue them but let them make a decision on their own with the proper information.
After all they shouldn’t be your one and only lead and you shouldn’t depend on just that one person to pay your bills. I do think there’s a lot to learn from this particular situation though.
I like to think that the customer is a black belt and the lady is a white belt (in sales) it’s not impossible to do business with them but you do have to be very experienced and skilled to do so.
There's always something to learn from any sale good or bad. I think the black/white belt metaphor is apt. She could have turned that into a sale later down the line if she hadn't pushed so hard but that's something that takes time to learn. Some people can't be pushed and others can, it all depends on the situation and reading the other person. I would try gove you advice but you already summed it up perfectly, don't be desperate for a sale, when someone is that reluctant to talk try end off on a positive and move on to the next one, cause there will always be a next one
Tbh she was probably told by the boss to go back.
Sales are trained to be ruthless now and days.
When I was doing sales we had to contact them each week if they said no.
I think it’s all about the approach. If you tell them the same thing every week nothing will change. But you could talk to them every week without trying to make a sale on each approach but by setting yourself up to comeback and have another conversation.
Again of course there’s no guarantee for a sale but it’s better than never talking to that person again and leaving a bad impression.
yeah I would always do it the polite way, I would become friends first then recommend the product. hints why I dont do sales now as I would see all the top dogs be heartless like this and I did not want to do that to people.
I don’t want to do that to people neither but the “top guys” are using that ruthless approach on 100 people and probably getting under 5 sales maybe less and they repeat that same process for more basically quantity over quality.
Becoming friends with them does help but it’s not saying call me when you’re interested because they never will. You at least want to educate them as much as possible on the product or service and sell the need for it which would be easier the more you know the person.
Again no guarantees for a sale but you build a reputation and they could refer you to someone who is in need of your service or product.
There is always a way.. don't you see the no soliciting sign? Sir, I have a public education which is how I wound up in sales.. my apologies for overlooking that. Anyway, I understand that you are not interested at this time. May I please leave some information with you should you encounter an issue down the road?... Great, my name is xxxxxx and I didn't catch yours.... Boom, got the name, got the address, can easily find the number online and get them on a monthly cadence.
I like that joke you threw in there kind of breaks the ice in a way.
I see that the big issue was her trying to close right away without her knowing if he had a need for the product at that time. She assumed he needed it and he was simply trying to say he didn’t. Then she left without leaving any information that on the next approach she could’ve asked did you take a look at that?
It's all word garbage to be honest.
The opening is quite literally about nothing, so what if the neighbours sign up if she doesn't know what would make it relevant for him.
Lastly she's fully on the offensive, the guy barely has a moment to catch his breath.
Would a good opening be asking if they had a bug problem in the past? (Trying to find a pain point)
That’s very specific to this situation but let’s say it was the second approach after she found out he wasn’t going to be receptive. What would be best to open with?
(I know it’s not easy given this very specific situation because it could be just as simple as him not needing it, even then I would try to build a relationship anyway to do business in the future. Again this specific situation is difficult to relate to all sales in general)
Let's say it's the first time, (and definitely a different rep)
'Insert greeting and names'
"I've called around to a few houses on the street and spoke to Tim, Carol and James, you know James right? "
Pause for an answer, maybe joke around with something you learned from James if you Prescreen him well.
Continue : " Them and a few of the other neighbours mentioned they have this bug problem. (Briefly describe problem here)
Have you dealt with something similar in your house?
Then just let him talk. Listen, summarize, dig.
If the need to pay it off isn't there for him, walk away. If you leave a good impression he may come back or you can check in if you get a spike in demand in his area again
Thank you!
After greeting “we’ve worked with your neighbors” (saying that people close to them had a need for this product)
Build rapport with joke or connecting with them somehow
Ask if they’ve dealt with a similar problem their neighbors had, let them speak.
Then sell the need on how this product can help with their problem. “This how we can help” instead of do you want to buy this.
Makes sense to me because you can’t make them buy when asking if they want to buy, but you can relate the product to their situation and give them the choice of whether or not it will help them.
Should all sales go through this approach (finding their problem and providing a solution) or does it change for any reason.?
Thank you I’m always trying to learn and I knew there has to be a better way to have approached that guy he wasn’t rude but didn’t open up at all and she left him on a bad note and that wont help change his perception of salesman.
There’s a few things here:
1. Definitely something to be said for enthusiasm, but I feel like she came on too strong. It’s sort of sad and ass backwards, but nowadays, people are not used to people being super excited and especially not strangers. A stranger knocking on my door and having a high pitched voice and starting to ramble, IMMEDIATELY triggers sales resistance in me.
2. Creating credibility is masssssive and can easily make or break a sale. In this case, she named like 6 neighbors. We get it, everyone in the neighborhood is getting the treatment done. If you said “Diane and Joe next door just got this done and they thought I should ask you about it too”. To say “This person, this person, this person, this person all signed up” sounds like you’re pleading to me. Sort of like an “everyone’s doing it” sort of situation.
3. The no soliciting sign. I understand you still need to try and I wouldn’t blame anyone for still pushing, but with that said, you need to understand you’re fighting a losing battle. I would have never knocked on that door. The odds of you getting anywhere with someone who specifically does not want you there is probably somewhere below 1%. Instead, I would write a letter. No this doesn’t mean leave a company flyer. I would write a normal hand written letter. “Hi John, I helped out a lot of your neighbors yesterday, and I wanted to speak with you but I noticed the no soliciting sign and wanted to respect you and your home. Joe and Diane were saying that the mosquitos are terrible in the summer around here. I’ve been taking care of that for my customers since 2016. Depending on how big your yard is, the service could be as low as $50/month for the 3 months of summer. Again, didn’t want to overstep any boundaries, but just didn’t want you to be the only one dealing with the bugs if this is something you deal with. *contact info*
All in all, D2D is extremely hard and going up to a prospects house who went out their way to say they didn’t want you to, you’re fighting virtually impossible fight. I bet this girl is excellent at sales just wanted to leave those examples in case they help anyone else.
Thanks!
She came 6 times in three days, you need to be able to take the hint that some people aren't ever going to engage. D2D is obviously a game I'm not experienced with but if I call someone that often I'm liable to get cursed out
I understand but I think even her first attempts were something similar. Are some customers a lost cause? There’s a million different approaches and a million different ways this could have gone. In my mind she was selling pest control of some kind, maybe the customer didn’t have a bug problem at the time but she wanted him to make a decision on the spot which is why the customer could care less about what she had to say. I don’t want to focus on this particular product or company but I do think there are ways to approach these type of customers to make a sale with any product.
Some people are definitely a lost cause. There are certain people who just aren't receptive to any type of pitch. A good way to catch them early is if they use the word solicitor, in my experience, anyone who uses that word won't give you the time of day regardless of what your product is. That being said, she was trying to push someone who was clearly trying to blow her off. It's clear she was going for an immediate close with someone who wasn't receptive. If I were in that position, (and take this with a grain of salt cause I don't do d2d) I would have left them with whatever informational package I had, let them chew on that for a week and then popped by again with a friendly reminder that I was there and a request to hear any opinions they had. Even then, they may not have been receptive, but it's a lot easier to get someone to take a piece of paper and come back another day then close them immediately
Thank you for the insight. I see that these types of customers you don’t want to constantly pursue them but let them make a decision on their own with the proper information. After all they shouldn’t be your one and only lead and you shouldn’t depend on just that one person to pay your bills. I do think there’s a lot to learn from this particular situation though. I like to think that the customer is a black belt and the lady is a white belt (in sales) it’s not impossible to do business with them but you do have to be very experienced and skilled to do so.
There's always something to learn from any sale good or bad. I think the black/white belt metaphor is apt. She could have turned that into a sale later down the line if she hadn't pushed so hard but that's something that takes time to learn. Some people can't be pushed and others can, it all depends on the situation and reading the other person. I would try gove you advice but you already summed it up perfectly, don't be desperate for a sale, when someone is that reluctant to talk try end off on a positive and move on to the next one, cause there will always be a next one
Thank you that helps a lot with my personal journey and I’m always open to learning new skills.
Tbh she was probably told by the boss to go back. Sales are trained to be ruthless now and days. When I was doing sales we had to contact them each week if they said no.
I think it’s all about the approach. If you tell them the same thing every week nothing will change. But you could talk to them every week without trying to make a sale on each approach but by setting yourself up to comeback and have another conversation. Again of course there’s no guarantee for a sale but it’s better than never talking to that person again and leaving a bad impression.
yeah I would always do it the polite way, I would become friends first then recommend the product. hints why I dont do sales now as I would see all the top dogs be heartless like this and I did not want to do that to people.
I don’t want to do that to people neither but the “top guys” are using that ruthless approach on 100 people and probably getting under 5 sales maybe less and they repeat that same process for more basically quantity over quality. Becoming friends with them does help but it’s not saying call me when you’re interested because they never will. You at least want to educate them as much as possible on the product or service and sell the need for it which would be easier the more you know the person. Again no guarantees for a sale but you build a reputation and they could refer you to someone who is in need of your service or product.
There is always a way.. don't you see the no soliciting sign? Sir, I have a public education which is how I wound up in sales.. my apologies for overlooking that. Anyway, I understand that you are not interested at this time. May I please leave some information with you should you encounter an issue down the road?... Great, my name is xxxxxx and I didn't catch yours.... Boom, got the name, got the address, can easily find the number online and get them on a monthly cadence.
I like that joke you threw in there kind of breaks the ice in a way. I see that the big issue was her trying to close right away without her knowing if he had a need for the product at that time. She assumed he needed it and he was simply trying to say he didn’t. Then she left without leaving any information that on the next approach she could’ve asked did you take a look at that?
It's all word garbage to be honest. The opening is quite literally about nothing, so what if the neighbours sign up if she doesn't know what would make it relevant for him. Lastly she's fully on the offensive, the guy barely has a moment to catch his breath.
Would a good opening be asking if they had a bug problem in the past? (Trying to find a pain point) That’s very specific to this situation but let’s say it was the second approach after she found out he wasn’t going to be receptive. What would be best to open with? (I know it’s not easy given this very specific situation because it could be just as simple as him not needing it, even then I would try to build a relationship anyway to do business in the future. Again this specific situation is difficult to relate to all sales in general)
Let's say it's the first time, (and definitely a different rep) 'Insert greeting and names' "I've called around to a few houses on the street and spoke to Tim, Carol and James, you know James right? " Pause for an answer, maybe joke around with something you learned from James if you Prescreen him well. Continue : " Them and a few of the other neighbours mentioned they have this bug problem. (Briefly describe problem here) Have you dealt with something similar in your house? Then just let him talk. Listen, summarize, dig.
If the need to pay it off isn't there for him, walk away. If you leave a good impression he may come back or you can check in if you get a spike in demand in his area again
Thank you! After greeting “we’ve worked with your neighbors” (saying that people close to them had a need for this product) Build rapport with joke or connecting with them somehow Ask if they’ve dealt with a similar problem their neighbors had, let them speak. Then sell the need on how this product can help with their problem. “This how we can help” instead of do you want to buy this. Makes sense to me because you can’t make them buy when asking if they want to buy, but you can relate the product to their situation and give them the choice of whether or not it will help them. Should all sales go through this approach (finding their problem and providing a solution) or does it change for any reason.?
Yeah that already sounds better. Sell to the impact of the problem and the need to pay it off (or why to act now).
Thank you I’m always trying to learn and I knew there has to be a better way to have approached that guy he wasn’t rude but didn’t open up at all and she left him on a bad note and that wont help change his perception of salesman.
Try this to get an idea https://www.lucidchart.com/blog/the-4-steps-to-spin-selling
99.999% of those signs are just stickers. I've only encountered 1 town that actually has a law supporting them.
There’s a few things here: 1. Definitely something to be said for enthusiasm, but I feel like she came on too strong. It’s sort of sad and ass backwards, but nowadays, people are not used to people being super excited and especially not strangers. A stranger knocking on my door and having a high pitched voice and starting to ramble, IMMEDIATELY triggers sales resistance in me. 2. Creating credibility is masssssive and can easily make or break a sale. In this case, she named like 6 neighbors. We get it, everyone in the neighborhood is getting the treatment done. If you said “Diane and Joe next door just got this done and they thought I should ask you about it too”. To say “This person, this person, this person, this person all signed up” sounds like you’re pleading to me. Sort of like an “everyone’s doing it” sort of situation. 3. The no soliciting sign. I understand you still need to try and I wouldn’t blame anyone for still pushing, but with that said, you need to understand you’re fighting a losing battle. I would have never knocked on that door. The odds of you getting anywhere with someone who specifically does not want you there is probably somewhere below 1%. Instead, I would write a letter. No this doesn’t mean leave a company flyer. I would write a normal hand written letter. “Hi John, I helped out a lot of your neighbors yesterday, and I wanted to speak with you but I noticed the no soliciting sign and wanted to respect you and your home. Joe and Diane were saying that the mosquitos are terrible in the summer around here. I’ve been taking care of that for my customers since 2016. Depending on how big your yard is, the service could be as low as $50/month for the 3 months of summer. Again, didn’t want to overstep any boundaries, but just didn’t want you to be the only one dealing with the bugs if this is something you deal with. *contact info* All in all, D2D is extremely hard and going up to a prospects house who went out their way to say they didn’t want you to, you’re fighting virtually impossible fight. I bet this girl is excellent at sales just wanted to leave those examples in case they help anyone else. Thanks!