Recently got a job in sales knocking door to door looking for people who qualify for free solar. My company gets a government kickback for installing solar (which the company fully pays for and insures for 20 years) and receives the money the customer would have payed to the monopoly utility in CA. We will not install if the customer does not get lower bills because that difference is the profit the company makes.
My problem is that people don't believe that I am not actually selling anything and I am only looking for qualifying homes to receive a paid for solar system for their home. I get a large commission on every house that I can get to sign up but I have to first get their bill and submit it to my company to see if it is even a viable option. When I do the standard pitch on the door it feels like I am saying a script and it is robotic. The big dogs in the company do their own thing and are killin it. How can I convince the customer this is a good thing for them? How can I get their bill without spewing out a bunch of bs and cut to the chase without scaring them off.
I am a good talker and good with people but I feel my approach at the door is all wrong. I have only been at it for a week so I know I am very inexperienced but any help from a seasoned salesman would be greatly appreciated.
endertheend 7y ago
When Selling something, you need to think of how it benefits them, go the feels route. For example:
"I understand that you may not be interested in this but, What about 5 or 10 years down the road, when you want to retire? These Financial products will help you retire, will help you use the money you have now and grow it for the rest of your life. I know you don't want to still have to work a 75 years old. We can help you retire when you feel it is time, or even earlier. All I ask is that you meet with me over coffee, my treat, to discuss how we can help you prepare for your golden years."
If you can't tell, I used to work in the financial industry. This line of reasoning worked wonders.
Ill_Will7 1 7y ago
Good response. We lock people into a 20 year rate at 2.5%-3.5% inflation over 20 years when the competition is raising 8-15% yearly. I love what I do because I am not actually selling anything, just looking for qualifiers that get me commission at no cost to the customer. They simply buy the power we offer at a cheaper rate. "its not like your light bulbs shine any brighter with the old utility provider."
Can't help but go into my pitch when I explain what I do
JordanRedfort 7y ago
Unironically, I recommend Straight Line Persuasion from none other than the Wolf of Wall Street himself, Jordan Belfort.
His course is priced at $2,000 but a few friends and I pitched some money together to buy it. I can send the clips your way if you’d like. Keep in mind that these tactics, when mastered, helped him scam hundreds of millions from naive investors. If that’s not proof that it works, I don’t know what is.
Ill_Will7 1 7y ago
I would definitely want to see those. My company gives me access to their audible account and I believe there is a book by him in their. Will go check. I just finished listening to Grant Cardone's book Be Obsessed or be Average which was really good and helps my motivation tremendously but doesn't help my execution.
Ill_Will7 1 7y ago
I do have the book. Its titled Way of the Wolf: Straight Line Persuasion. In the summary it says it used to be only available in his $2,000 program. Will read