Fuller brushes and encyclopedias are some of the “iconic” items that we all think of when the topic turns to door-to-door sales (i.e. face-to-face). And when we think of face-to-face salesmanship be it door-to-door, on a showroom floor or in an office, whether the product is a vacuum cleaner, pharmaceuticals or a “widget”, these are the iconic aspects of “the pitch”:

* Capture interest - To get your “foot in the door”, you need to get it out of your mouth immediately and offer the most interesting, compelling, irresistible “hook” you can imagine. Here’s a hint, focus on the benefits of your service. People buy based on emotion and justify later with logic.

* Build on that interest - Once you’ve got someone “hooked”, you have to make sure that they don’t jump off and swim away. You’ve got to build on your foundation non-stop, or your prospect will tune out

* Present Features and Benefits - During the “show and tell” of an in-person pitch, you explain exactly how your product or service will benefit the consumer and make life better.

* Make Time A Factor - Be ready with a bonus, guarantee, or incentive that will reward the consumer for making a decision to “Buy Now”. You can use a “take away” approach by letting them know that you have only a limited number of products or that your schedule can change at anytime. You should encourage the prospect to buy or book as soon as they are sure this is the right product or service for them, so that you can make sure they don’t miss out on the opportunity.

* Seal the Deal - If you’ve sold well, the consumer may prompt you with an “Okay, I’m ready to purchase/commit.” But always remember to ask for a direct response — a sale.

Direct response success is easy to track. A response means you’ve succeeded; a non-response means you’ve failed. That sounds harsh but don’t give up, it gets easier with practice. The more you work on your pitch the more ingrained it becomes. Eventually you will get to the point when you can anticipate the objections and read the prospects personality in order to adjust how you roll out your offer. We will discuss this in depth at another time.

Until next time, to your success!

David Mason is president of Mason Performance Development Inc., a Speaker, Trainer , Performance Development Coach and internationally best selling author.

This article has been an excerpt from David’s best selling book, Marketing Your Small Business For Big Profits, visit http://www.YourBigProfits.com

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In order to make the sale, you need to have the right sales pitch that will make the customer want to buy. This means that you really have to know the product and make it exciting as you persuade customers that this is something that they need to buy. The perfect sales pitch will persuade customers to buy something even if they know deep down that this is a product they don’t really need.

While it is important to have a good sales talk when you have a showroom, it is not as important as making a sales pitch when you are involved in door-to-door selling. This is because customers who come into a showroom are looking to buy. With door-to-door sales, you really have to convince the customer of the merits of your product. Some of the products that are sold in this manner include vacuum cleaners, home business opportunities and insurance. In order to have the best sales talk, you should write down what you want to say and practice on your family and friends. Take all criticisms seriously and reread the talk as you ask yourself if this talk would make you want to buy.

Visual aids help to make a sale almost as much as your speech. When you have products that you can show the customer and offer a demonstration, this also helps. You do have to tell the customers a bit about your background and present your credentials, so they know that you are serious about your job. If you make a living based on a commission from the sales, you should be upfront about this with your customers. This helps to build a rapport with them and will aid in making the sale.

Although you do have to be friendly and enthusiastic, you should not talk so much as to bore the potential customers. You should also watch what you say and not make rash judgements that may insult them. Keep conversation neutral and don’t make any personal comments that might be detrimental to making the sale.

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