Do You Feel Like You’re Becoming A Relic? Do You Understand ‘These’ Kids Today? Coming To Grips With The Generation Gap And How To Take Advan tage Of It It’s no secret that we’re getting older and as we do we notice the differences between generations more and more. There’s nothing we can do to […]
Read more...Closing for the appointment – Part 2
Yes Response In August’s newsletter I went through the introduction script, in September I addressed the “transition question” and last month we discussed how to handle a prospect’s “NO” response to the transition question, “No problem, can I ask you a question? Have you ever had an estimate before?” This month I’ll outline how to […]
Read more...Recruiting – MySpace
The are a number of social networking sites available on the Internet you can tapped into an find potential canvassing recruits. These sites allow you to identify a group of potential people based on a variety of criteria such as age, gender, race, educational background and work experience. This saves countless hours fielding phone calls […]
Read more...Closing for the appointment
In August I outlined the introduction script to the prospect at the front door. As a canvasser approaches a home they take inventory of the house; assessing what is needed, based on what can be seen and/or what’s been learned from other homeowners in the neighborhood. In last month’s newsletter I walked you through the […]
Read more...Transition past resistance
The Sale Begins With The First No When you walk into a retail store and you’re approach by the sales person, they ask, “May I help you”. The conditioned response is generally, “No I’m just looking”. The same thing happens at the front door when a canvasser intrudes upon the homeowner’s time, their response is […]
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