I know you’re a good listener, but can you tell a good story?
You’ve knocked on the door (finally), got a grown up to answer (maybe they actually own the home), and you just gave them your best intro pitch.
Now you’re standing there eyeballing each other trying to figure out what’s going to happen next.
Any good roofing sales person will tell you that you’re half way home if you’ve gotten this far. What you do next will determine whether or not you’ll end up with a sale or not. That’s the truth!
You’ve done the hard work. Now it’s time for the easy part.
Tell Your Best Story
This is where you tell your story. Make it a good one, the kind they want to hear, and you’ll be cashing your commission check soon.
If you’ve been in any kind of sales for more than 1 day, you may be tempted to ask a few questions and spend a lot of time listening. Asking questions is good and so is listening, but all that listening better be wrapped around a dang good story.
The Emotional Hook
You’ve got to give your prospect some kind of emotional hook to hang their decision on. It has to be better than boring facts and figures. Honestly, they could care less if the company you’re selling for has been in business since 1776. Boring!!!
How about coming up with something a little more interesting?
If you’re going to stand in somebody’s doorway talking about 1776 while they’re afraid their kids are sticking forks in the outlet, giving the cat another bath or wondering what they’ll have for dinner, well… you’re not very bright, are you?
Life Is Plain Vanilla
People are hungry for a good story. Life is plain vanilla and they came to the door hoping somebody would have something more exciting for them than what they’ve got going on right now.
At least make their trip from the sofa to the front door worth their effort. If you do, you just might make your next sale.