How To Meet With Someone On Their Home Turf
Posted on | July 28, 2010 | No Comments
They say a man’s home is his castle and that home is where the heart is (at least they used to say those things). Successful in-home salespeople who make their living working in other people’s homes (or castles!) eventually learn to be fairly good judges of human nature. People are usually most relaxed and at ease when in their own domiciles. Sometimes they’ll even let their hair down!
Putting a prospective customer at ease is a primary aim of a successful salesperson. Sitting comfortably in armchairs in the family room or sharing coffee at the kitchen table is a good start. A relaxed atmosphere is conducive to a lowering of ‘sales tension’.
One tactic that usually works is the sincere paying of a compliment to your host. This can actually work wonders. Seeing an attractive hand-made quilt set, for example, might be a perfect opportunity to utilize this ploy. Paying a compliment can break down sales resistance and should certainly put the prospect in a good mood. People like it when others notice their things, especially when the item is something original.
If part of your product line includes bed covers you might mention that, while the king quilt is one of your better sellers, the quality doesn’t match that of her ‘home-made’ version. You may not be able to sell this prospect a quilt, but your honesty will be noted and perhaps something else you sell will be considered. If you can make a friend you can also make a customer.
People often have pre-conceived notions regarding salesmen… Particularly the in-home variety. They may be considered as nothing more than ‘door to door peddlers out to make a fast buck’. This attitude, when met with friendliness, sincerity and honesty can disappear quickly.
For many years (in the not too distant past) in-home sales was quite common. ‘Traveling salesmen’ could be found plying everything from brushes and magazines to cookware, encyclopedias and Bibles. Today, with the explosion of multi-level marketing outfits in the marketplace, salespeople (called distributors) are once again closing sales at the kitchen table, selling in the homes of their relatives, neighbors and friends.
A new, significantly strong force directing peoples’ buying habits is the Internet. This method of purchase is easy. Convenient and can be accomplished right from home (but without the need for a visit from an in-home salesperson). Technology has caused things to come full-circle. Welcome to the new millennium!
Related posts:
- Three Benefits of Working from Home
- Three Tips To Help You Work From Home
- Tips for Starting a Successful Business from Home
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