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.
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 your sales line includes bed coverings and one of your best selling items is a king quilt you might mention that, but add that the quality doesn’t compare to the hand-made example on her couch you’ve just complimented. She’ll appreciate your honesty and perhaps be open to some of your other offerings. If you make a friend you can well 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.
In-home sales was once a popular way for companies to sell their products, including everything from encyclopedias to cookware. Brushes, vacuum cleaners and insurance policies were also often sold ‘at the kitchen table’. Today, with the proliferation of multi-level companies where distributors sell to their friends, neighbors and relatives, in-home sales are again on the rise.
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!
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