Article Directory :: Business - General Articles

Door To Door Sales Training| Overcoming The "Come Back Later" Objection

By Carl Davidson

Republish: EasyPublish™ Published: 13Mar2011 Word count: 729 Viewed: 545 time(s) Get Free Content For Your Site

One of the biggest challenges in closing sales and overcoming objections in door to door sales is in successfully dealing with people who ask you to come back. They ask you to return when their spouse is home or when they are less busy etc. Many times we can't blame them but we need to try to close the sale and overcome the objection. After all, we did call on the without an appointment. Other times, this is just an excuse to get rid of you. Here are some tips for facing this problem that will help you close sales and overcome objections and possibly overcoming this challenge when we do meet it.

Your Hours May Cause This Problem

Most people work from 9 to 5 Monday to Friday. If you are knocking doors during this time, you are asking to find few people home and even fewer situations where all decision makers are home. It's a recipe for failure and makes door to door sales and overcoming objection tougher. The best times to knock are between 3:00 and dark and all day Saturday. If it's appropriate for you and your community, Sunday is great as well. I suggest starting at 3:00 during the week as that is when the school busses start dropping of kids and so someone has to be home to let them in. Working the right hours will help you get more prospects per 100 knocks and definitely help you close sales.

Fall Backs

Be ready. You are going to face these delay challenges often. You need to work out ways around them and practice drill and rehearse until you have ten or more methods prepared as come backs. Remember that Thomas Edison said, "Success is 10% inspiration and 90% perspiration". Do the work to be ready. Here are a few techniques for closing sales and overcoming objections you might work on.

Intriguing Offer

Be sure you have an offer that is only available the first time you come out. Without a sense of urgency, there is no reason for the customer to consider buying. You don't charge to come back, so why not ask you to come back at another time? You need an offer which you explain is offered the first time you are out to save the company the money. They will lose this advantage if you have to come back. This special offer could be free installation, a discount or extra value items like a second monitor, upgraded faucets or some other valuable items.

Conditional Fall Back

If they still want you to come back, consider writing a conditional offer. Let's assume you are speaking to a man who says, "That sounds good but I'll have to check with my wife". Of course, try to get him to call on her cell etc but then say "I hate to see you lose our special offer and not get our services right away. Tell you what…I'll write on your order that you can cancel within 7 days if your wife wishes by calling this number. This way you get the special offer AND you get to check with your wife."

Watch the wording. It is not, "Would you like a conditional offer?" It's a statement, not a question and it has benefits for the customer. Many of us hate conditional offers and I do too but "oatmeal is better than no meal" and a conditional is better than no sale at all.

State Law Fall Back

A dangerous fall back but one that is better than nothing to use when the customer says they want to check with a spouse is to say. "That's no problem. As you know, the state gives you three days to cancel by law if we came to your home to sell our products. You have three days to decide and check with your spouse. If we do the paperwork now, you get our special offer and I won't have to come back out and take up your time again. If you do decide to cancel, all you do is call this number and cancel. We have to comply it's the law. So as you can see you have all the advantages, I'll get the paperwork started."

There are lots of ways to get past some of these delay challenges. It takes good training and practice but the results are well worth the effort.

EasyPublish™ this article - publishers click here

More articles by Carl Davidson

Free Report!
Ten Essential Secrets Of Article Marketing ... Grab Your Free
Copy Now:

Need Content?
Regular Top Quality Content for your Blog, Ezine or Website ...
Delivered Direct,
For Free!
Click For Details