Table of Contents
What is door-to-door sales?
Sales representatives during sales visits
Door-to-door sales refers to a sales method in which a sales representative visits the office of a corporation or the home of an individual to propose, explain, and close a deal for a product or service. The advantages of door-to-door sales are that it is easier to communicate with customers face-to-face, it is easier to understand their needs and issues, and it is easier to build a relationship of trust with them. On the other hand, there are disadvantages such as the need to make appointments for business meetings and the cost of travel time.
What is the difference between door-to-door sales and dive sales?
One sales technique that is often confused with door-to-door sales is dive sales. The difference between the two is whether or not an appointment has been made in advance. If an appointment has been made in advance, it is defined as door-to-door sales, and if no appointment has been made in advance, it is defined as dive sales.
In the case of door-to-door sales, appointments chinese singapore b2c cell phone number data are obtained in advance so that the client can conduct research in advance, understand their precise needs, and prepare proposals. Therefore, by preparing well in advance, business negotiations can proceed smoothly and it is easy to build a relationship of trust with the customer.
On the other hand, in the case of door-to-door sales, the possibility exists that a contract can be concluded quickly because the sales representative visits a company or individual's home without making an appointment in advance, but there is a high probability that the business meeting itself will be rejected. This is a disadvantage.
Preparation Tips for Successful Door-to-Door Sales
Sales representative during a sales visit that secured a contract
Now, we will begin to explain the tips for door-to-door sales by three situations: preparation in advance, during the sales visit, and after the sales visit.
Carefully conduct customer research
TO IMPROVE THE ACCURACY OF YOUR COMMUNICATION WITH CUSTOMERS AND PROPOSALS, CONDUCT THOROUGH CUSTOMER RESEARCH IN ADVANCE. YOU CAN CONDUCT SALES ACTIVITIES MORE EFFICIENTLY IF YOU HAVE A PRIOR UNDERSTANDING OF THE CUSTOMER'S INFORMATION AND WHAT ISSUES CAN BE SOLVED BY YOUR PRODUCTS AND SERVICES. IN PARTICULAR, IF THE CUSTOMER IS A CORPORATION, INFORMATION IS OFTEN OPENLY DISCLOSED ON THE WEBSITE. IN SUCH CASES, INPUT INFORMATION SUCH AS BUSINESS TYPE, BUSINESS CATEGORY, IR INFORMATION, PRESS RELEASES, ETC., BEFORE GOING INTO A BUSINESS MEETING.
Also, be careful with personal information when collecting customer information. Improperly obtaining or using personal information constitutes an invasion of privacy and can greatly undermine customer trust.
Prepare a talk script
A talk script is a script that summarizes in advance what you will say to the customer during sales activities. By preparing a talk script in advance, you can carefully and clearly communicate what you need to say to the customer. It will also minimize feelings of nervousness and impatience, allowing you to approach the business meeting calmly.
It is important not to memorize a talk script word for word. If you memorize a talk script word for word, when you forget the content during a business meeting, you will not only be unable to perform adequately due to impatience, but you will also make the customer distrust you.
Therefore, input mainly the phrases you most want to convey in your talk script, and flexibly adjust the rest of the content in the course of communication. Also, having a senior employee or supervisor correct your talk script will improve the accuracy of the content.
Role-playing (role-playing) to gain practice
Role-playing is a simulation exercise that simulates actual sales activities. Salespeople play the roles of customers and salespeople to practice the flow of business negotiations and customer service. Ropeplaying allows salespeople to grasp the flow of business negotiations and practice dealing with customers, leading to improved presentations. In addition, by practicing the ropelay and gaining practice, participants will be able to proceed with confidence in actual business negotiations.
Salespeople who are not getting results in door-to-door sales should ask a senior employee or supervisor to conduct a rope-play exercise. By receiving feedback from the senior employee or supervisor playing the role of the customer, you should be able to grasp the points that you are lacking.
get get dressed
In communicating with people face to face, being well groomed is the minimum etiquette for a working member of society. Dirty suits, sleeping habits, long nails, and bad breath can make others uncomfortable and give them a bad impression of you. When visiting a company, go to the restroom, look in the mirror, and make sure you are well groomed before going into a business meeting. By keeping your appearance neat and tidy, you will project an image of a business professional to your clients, which will have a positive impact on building trust and relationships.
