A person who makes his or her living working in people’s homes has a special perspective on human nature. This may not be as appropriately said of a trades person who, perhaps, comes in only to change a filter or clean the carpet. But an in-home salesperson, who may spend several hours ‘visiting’ with a family on their home turf (their home) learns a lot in each and every one of those encounters. People typically let their guards down and are more at ease, open and forthcoming while in the comfortable surroundings of their own places.
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 your sales line includes bed coverings and one of your best selling items is a king quilt you might mention that, but add that the quality doesn’t compare to the hand-made example on her couch you’ve just complimented. She’ll appreciate your honesty and perhaps be open to some of your other offerings. If you make a friend you can well 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.
The Internet has brought significant changes in the way people purchase goods and services. What used to require person-to-person communication can now often be accomplished with a few keystrokes and mouse clicks. Technology has certainly altered our world. But you know that!
