… example, if the homeowner is frustrated every time they struggle to open and close a window and you mention “hard to open, hard to close” the homeowner will connect with that specific pain; and when they do you’re in …
Read more...Hurdling the NO obstacle
The most powerful fact is that you’ve already talked with their neighbors about the problem. And if their neighbors are having the problem so are they. If you put a big spotlight on the problem their neighbors have told you about then …
Read more...Having some inside information regarding your prospect will help you close more appointments, but how do you get it?
In our canvassing world there are only two types of people, those that have had estimates on the product/service and those that haven’t. Until you know which they are, you can’t proceed.
Read more...It is the Canvass Manager’s responsibility to keep the canvassing “troops” motivated … not de-motivate
The problem with discussing motivation though is that it is often thought of as managing personalities; and it’s virtually impossible to manage everyone’s personality. If you’ve followed me for more than a month you know I’m a big fan of systems. Systems can be duplicated, repeated and you can anticipate their results.
Read more...You Can’t Bring Down a Brick Wall without a Direction around the Wall
When a homeowner opens the door there’s still a barrier … a brick wall that you must hurdle before you can deal with objections or non-objections. If you’re canvassing for a single product or service your goal is to get them to consider
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