A Man’s Home Is Still His Castle
Someone making their living working in others’ homes develops a certain insight into people’s natures. This isn’t so much true for someone who, for example, comes in to fix the furnace or wash the windows, since these jobs don’t involve a great deal of verbal communication. But for an in-home salesman or saleswoman, a visit may last for several hours and much of this time may include conversation. When in their own home, a prospect is likely to feel comfortably at ease. This is, after all, their home turf.
This feeling of ease on the homeowner’s part gives an astute salesman or woman a distinct advantage. The object of his or her visit is to make a sale. For this to occur, it’s best that the prospect feel comfortable and at ease. There are definite methods to accomplish this, but for a salesman to be sitting with the prospect in armchairs near the fire or at the kitchen table with a cup of coffee is a big first step.
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.
Long a popular way for companies to distribute their goods, in-home sales took on increased popularity with the advent of multi-level marketing operations first launched in the early 1960’s. Sales were again being consummated at the ‘kitchen table’, this time by distributors tasked with selling to neighbors, friends and relatives.
Internet shopping has also significantly changed the way many now purchase goods. People are still shopping from home, but on a computer rather than through direct contact with a live person. There are some companies, however, whose websites include a ‘live chat’ function, enabling the customer to ’sort of’ have face-to-face contact with a company rep. That’s technology!