As a door-to-door salesperson, it is very necessary to learn how to handle rejection and not take the word “no” personally. If we take a little time to pay attention to others’ cues, we can quickly learn that “no” could also mean “right now” or “maybe.”
Here are some tools that can help you get faster responses from your prospects, generate instant feedback, and increase your sales.
attitude of indifference
When I talk about this, it is from the point of view of understanding that I will receive a lot of rejection and I cannot afford to become emotionally attached to the outcome of the sales presentation. If I focus on exposure, my mind will be on sharing my products with as many people as possible, not lack of sales. My mental approach to the sales presentation is, “You have one chance to get a deal like this, but I have a hundred chances to prove it.” I never said that directly to clients, but as long as I knew it, it always stuck out because I understood that the more people you show, the more sales you make.
Emergency
You have to take action with a purpose. Everything must go and you have to act right now! Having the “pep in your step” mentality is a great way to create energy. Your prospects feel the sense of urgency. I look at my wristwatch, watch you look at me, and also make movements similar to those of someone who needs to use the bathroom. It can be quite a sight to watch and sometimes funny, however it usually works because the prospect will make a decision quickly and saves you time. You won’t feel like you’re wasting your time.
GreedFactor
As a sales rep, if you don’t use greed as a tool, you’re missing out on a lot of opportunities. First, let’s use a nicer phrase for the greed factor and call it a car. Many people take advantage of sales and specials because someone else told them about them. When a neighbor on your street buys a car after you do, or four or five neighbors add wind chimes or upgraded light fixtures to the exterior of the house, these are all examples of the car effect. When you are selling your products, you need to let them know about the others who picked up the product and took advantage of your offers. Use examples and reference the salon owner who picked up a box of your product to use as a gift for their clients. Let people know how your neighbors picked up a few cases to send home abroad as gifts. Your goal is to spread the word and see how the car effect is produced.
fear of loss
This is probably one of the most powerful tools for building momentum. The classic example is watching someone take candy from a baby and witnessing the baby’s reaction. People don’t want to miss out and lose something good. A typical sales pitch is “we only have five left” or “we’ll be completely sold out in the next ten minutes!” These examples may or may not be true, but they work, and all have been used at one time or another to build momentum and generate deeper curiosity about the product. Take your time and think of ways to add some fear of losing to your presentation. I have personally witnessed hundreds of customers experience fear of loss, when I took my product from their hands or if I only had a few items left. Take some time to watch TV commercials, radio ads, and other media and pay attention to the different ways they display fear of loss.
There are many ways to build momentum and increase customer sales. With enthusiasm, a great attitude, and practice, you can become a master of building momentum, creating great customer relationships, and converting bigger sales in a shorter amount of time.