It Used To Be ‘Home Is Where The Heart Was’
A person who makes his or her living working in people’s homes has a special perspective on human nature. This may not be as appropriately said of a trades person who, perhaps, comes in only to change a filter or clean the carpet. But an in-home salesperson, who may spend several hours ‘visiting’ with a family on their home turf (their home) learns a lot in each and every one of those encounters. People typically let their guards down and are more at ease, open and forthcoming while in the comfortable surroundings of their own places.
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 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.
Some people seem to have a built-in pre-conceived idea about salesmen — especially if they’re the in-home kind. They may be thought of as door to door peddlers who are only out for a buck. A good and sincere salesperson, however, realizes that a completed sale is only good when both parties benefit.
For many years (in the not too distant past) in-home sales was quite common. ‘Traveling salesmen’ could be found plying everything from brushes and magazines to cookware, encyclopedias and Bibles. Today, with the explosion of multi-level marketing outfits in the marketplace, salespeople (called distributors) are once again closing sales at the kitchen table, selling in the homes of their relatives, neighbors and friends.
The Internet has brought significant changes in the way people purchase goods and services. What used to require person-to-person communication can now often be accomplished with a few keystrokes and mouse clicks. Technology has certainly altered our world. But you know that!
