Thanks for responding so quickly. I have thought about a few ideas in educating my prospects. Obviously I carry numerous samples of our companies flooring and carpet and I can tell them all about the benefits of them. What I was thinking is to get a few samples of say Home Depots, Lowes or some competitors products and showing the differencs in them. Not sure how that would come off to the customer though. I only get 2 hours with each customer so I feel a lot of pressure to build rapport and build value in our service and products without coming off as an obvious salesman. I want to be suttle in my sales approach and be pushy when the time comes.... What do you think?
Hi Carl,
Greg here again.
You mention you only get 2 hours with each customer. If I understand correctly you sell door-to-door. Educating customers one at a time is labour intensive. How could you set up an evening where you could educate 10 prospects at the same time. Not sure if you work from leads or canvas an area street by street. In any case an invitation to a free evening with some refreshments provided, prompted by a flyer or a postcard with something like: "Buying flooring is an expensive investment. Don't make a costly mistake. Before you purchase anything learn to recognise quality...Attend a free course on how to spot ...etc.
Maybe you could even do this via web based video training. Get your prospects to view the video before you call. There are many ways, you have to find what works for you.
By the way, you can build Rapport in 5 minutes so you should be feeling no time pressure to do that. (For details see "The Rapport Report" on this site.
