How To Meet With Someone On Their Home Turf

They say a man’s home is his castle and that home is where the heart is (at least they used to say those things). Successful in-home salespeople who make their living working in other people’s homes (or castles!) eventually learn to be fairly good judges of human nature. People are usually most relaxed and at ease when in their own domiciles. Sometimes they’ll even let their hair down!

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’.

A sincere compliment about something you admire in the house can work wonders. Something as simple as, ‘Boy, that’s a nice quilt set you’ve made there… I’ll bet that took awhile, ‘ can go far in breaking down buyer/seller barriers that exist. Sincerity is important here.

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.

Sometimes people may have negative preconceptions of salespeople, especially the in-home type. They may consider them ‘door-to-door peddlers’. These predispositions can be overcome with friendliness, honesty and sincerity. Remember, any favorable sales process should benefit both sides involved in the deal.

In-home sales was once a popular way for companies to sell their products, including everything from encyclopedias to cookware. Brushes, vacuum cleaners and insurance policies were also often sold ‘at the kitchen table’. Today, with the proliferation of multi-level companies where distributors sell to their friends, neighbors and relatives, in-home sales are again on the rise.

A new, significantly strong force directing peoples’ buying habits is the Internet. This method of purchase is easy. Convenient and can be accomplished right from home (but without the need for a visit from an in-home salesperson). Technology has caused things to come full-circle. Welcome to the new millennium!

Posted on August 13th, 2010 by authorgen
Filed under: Self Improvement