“And there is no such thing as a ‘no sale’ call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, that’s it, I’m done.” -Jim Young, Boiler Room
Found this article while looking through the sales news and thought to myself, “Wow. I’ve had that experience twice so far this year!”
This news post deals with door-to-door sales of security systems. In particular, the article talks about the high pressure sales tactics and misinformation that door-to-door sales reps use to get the consumer to change their security system. None of the changes are in the interest of the consumer.
As I mentioned, I’ve had two such people come to my door. They claimed they were with my current provider and “for today only” they were offering an upgrade to a newer, better system.
Neither one could answer basic questions about the system I had while claiming to work for the company that was supplying my current system and service. Both also had the latest mobile tech in their hands. So it would have been an easy task for them to do some basic research – if their claim of working with my current provider was true.
Also, neither one had business cards or any other credentials from the company other than a shirt with the logo on the breast pocket.
However, they did have a clipboard and a special offer that was good for “one day and one day only.”
My Advice To a Sales Rep – Focus On The Consumer, Not The Sales Tactics
I offered some basic sales advice to the last guy who stopped by with an “offer that was too good to pass up.” After all, I have worked in sales, done some sales coaching, and now have security added to my area of concern.
I told him that if he was truly serious about selling, then he should do his research on his territory and know why his clients bought a security system in the first place, as in what problems were they solving. Most of all, I told him to have a better handle on what he was selling – beyond the “hey we got a special for today only!”
I told him, “The optics on this are terrible. You show up at my door with no credentials, no security knowledge, and no security expertise. And you’re gonna upgrade my security system? C’mon, man!”
Security is not something people buy on a whim. If you want to upgrade a system for a consumer, you have to understand what you are upgrading. That takes time and understanding.
But I suspect my advice fell on deaf ears. And after reading this article, I now understand why – $1500 per sale! Up to $45,000 per month for going door-to-door and shaking down homeowners! These guys have been incentivized to move the service, not take care of the consumer.
This one is for the consumer in all of us. Don’t fall prey to high pressure sales tactics. If someone is selling you something that sounds too good to be true, it probably is.