The initial challenge we face in canvassing is the prospect isn’t expecting you when you come knocking on their door. When they open their door and see us standing there their first thought is that we’re a salesperson and they expect a sales pitch will follow. Any time there’s a sales presentation I guarantee there’s going to be …
Read more...The Macro View on Canvassing
That’s why the company canvasses, but it’s equally important they understand why they canvass. I’ve written and spoken on this largely in the series of …
Read more...Managing by the Numbers
You should pay canvassers a lead bonus based on when the lead has a sales demonstration not when it’s tallied on the actual day they get the lead. It gives you a better result of the canvasser’s leads; however you should also …
Read more...Coaching Canvassers
Put them into the game and have them practice their presentation in actual situations. I tell the canvassers that I’m not interested in
Read more...Marketing vs. Selling
Let’s use an example for both models using an in-bound advertising mail piece directing consumers to make a call and request information. This is the first process to get the lead. For the Internet, TV and phone company the sales process isn’t that long and
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