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3 Effective Closing Techniques For Door to Door Sales
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There are multiple closing techniques you can use when selling door-to-door. We’ve found that these 3 techniques seem to work the best for door-to-door sales.
A “Soft Close” Closing Technique For Marketing Door-to-Door
A soft close really gives people choices of how or when they want to buy the product or make a decisions. This close is slightly less aggressive than a hard close where you give people options. These closes consist of either/or questions.
For example, say you are selling security systems, you may ask a question like, “From the options you’ve seen so far, are you leaning towards getting both the inside and outside of your home set up, or just the inside?”
Maybe you sell pest control and it would sound something like this, “We can set you up tomorrow with either the interior and exterior service, or just the interior service, which would you prefer?”
This soft close strategy can also be use when setting times for appointments or filling spots on your technicians sales routes. For example, “As of now we only have a couple of spots open at that discounted price, we have an opening tomorrow morning at 11 am or tomorrow night after 5 pm, which would you prefer?”
The best part of offering soft closes is that it gives people the freedom to choose which option they like best, but as the salesperson you get to choose which options you give them. This way you simply pick options that are win-win for you and it doesn’t matter which option the prospect chooses…you make the sale either way!
A “Hard Close”Closing Technique For Selling Door-to-Door
The hard close is more effective at sorting through unqualified or uninterested prospects. This close should only be used in certain situations.
One situation is when you are a very confident sales rep and you feel that your prospect has a high probability they will buy from you. The other situation a hard close becomes useful is if you are short on time.
A hard closing technique focuses on asking directly for the sale. It’s similar to the alternative closing technique but it focuses heavily on fear of loss and the take away. This means giving two options either buy or don’t buy, but if you don’t someone else will take advantage of this opportunity.
For example, if you are offering a one-time discount for the next two customers who buy from you so you can fill in your technicians route, your hard close may sound something like this, “I only have two openings left to fill for tomorrow, do you want to take advantage of the discount we are offering today, or should I set up one of your neighbors on the discount instead?”
This approach creates a high level of urgency and fear of loss of missing out on your special offer. This approach will quickly sort out interested and uninterested prospects because the ones with no interest will let the neighbors take the spot.
When you haven’t hit your sales numbers, aren’t talking to enough people in a day, or are spending too much time talking to the wrong people, using hard closes can help.
Using Conversational Closing Techniques In Door-to-Door Sales
The third closing technique is most often the one we suggest starting with when you are talking to a potential customer. A conversational close simply asks a closing question after your initial approach that is non-threatening to gather more information about your prospect to determine if they qualify.
Conversational closes will help you to avoid roadblocks while trying to soft or hard close a prospect immediately. Conversational closes are far less pushy and allow you to get more detailed information about each prospect’s situation. You are then able to customize your value build and service explanation to fit exactly what your prospect will be interested in.
When you start with a conversational close, you can find more people who qualify for your products and services. It takes more time but it can result in more sales. A conversational closing question would sound something like this, “How long have you lived in your house?” or “Have you mainly been seeing pest issues inside or outside your home?”
You can mix and match these closing techniques based on your skill set, time available, and personality style, and be more effective at selling door-to-door.
If you happen to be considering a new door-to-door sales opportunity you will certainly get the best training available as a part of the D2D Millionaire Team. Learn more about becoming a part of our team here!
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