Face to Face Selling

> With one of my offline business adventures I
> regularly cold-call. And when I do, I don't
> have any time for people who need to be
> convinced.

What a simple idea! How did I fail to grasp it?

I don't want to convince someone who isn't sure.

I was feeling some tension as tomorrow is my make it or break it day when I'm gonna try out my door to door skills (or lack thereof). I think I was especially feeling nervous because I was feeling like I was going to have to use a bit more of a hard sell/assumed sale which I really didn't want to (although after giving an estimate I still may kind of lean in the direction of asking when I should start, etc).

> I draw their attention to the problem (the
> dragon) and offer the cure (I offer to slay
> the dragon because I am the knight in
> shining armour come to save them).

That's so simple that even "I" understood it, Michael!

> If they say "No" I may or may not
> draw their attention to the problem again.
> If they are not interested with such low
> pressure, I walk away.

What? Are you suggesting there's a way to do this without browbeating people into it? God bless you!

> I can see far more people with such a take
> it or leave it approach, and land far more
> clients by doing so, than standing around
> beating (selling) the person into
> submission. Not to mention the low-stress to
> no-stress factor when I do it this way. In
> fact, doing it this way, makes it somewhat
> enjoyable.

WOW!!!! I like this. It would be enjoyable to do that. That way, instead of being punched in the nose and told to get off their front porch, I'll leave on my own accord when I see the prospects of a sale are low!

> Jaques Werth calls this High Probability
> Selling. And from reading the bits and
> pieces he leaves behind in certain articles
> and on his website:
> http://www.highprobsell.com/ I figure he
> would suggest an approach something like
> this:

I'm printing out the first four chapters of his book now and planning to buy a copy of it asap.

> Yes, quote them. No, thank them and move
> along.

Wow, I could really get to a lot of the people who were interested by discarding the no's so fast. I think that's the second time I said "wow."

> The difference between what you said in the
> script below and the one above is: The one
> above finds out if they WANT their deck
> restored whereas the one below find out if
> they want an estimate (which is like finding
> out if they are interested - and interested
> is NOT want)

Yes, and I think there's also one other difference. Your script will be the difference between an envigorating experience where I meet new people and a sales experience that's fun for no one.

> Who says you have to be forceful? How would
> YOU like to be approached by someone
> offering something? Using the High
> Probability method or the hard sell method?

I think I would promptly dispose of someone who was using the hard sell if they showed up on my doorstep. And if they stick their foot in the door, they just might get it smashed badly when I close it.

Yes, I would definitely be very receptive to a high probability, take it or leave it salesman.

> I can tell you from experience, and to
> repeat what I wrote above, the High
> Probability style has virtually no stress
> and can easily be done by someone new to
> sales, in my opinion.

No stress. You know I'm thinking about it and you're right. Now my only problem will be finding enough areas to work!

> As for getting them to phone you first. Use
> something like Hugh's flyer/technique:
> http://www.sowpub.com/cgi-bin/forum/webbbs_config.pl?read=8242

Hugh's personal note is great idea and that's what I was originally going to do, but then I thought what the hey, if I'm dropping it off on their front doorstep, I might as well just talk to them as half of them will probably come out and ask why I'm lurking around on their property.

> Hope this helps somewhat.

Michael, this helped immensely!

Success,

Erik Lukas

P.S. I liked the part on Jacques site about "Selling to people who want what you have."