Selling products or services to consumer in the home is embraced by many industires: home improvement companies, financial service companies, educational organizations... to name a few. Yet, very few people understand that an industry of "in-the-home salespeople" actually exists. What is your impression of in-home selling? What has been your experience? I would love to start a dialog about this profession
posted by Harrison @ 8:15 AM
I am the president of Unique Selling Systems, Inc., a 15 year successful sales consultancy that has a unique value proposition: we help our clients develop best practice selling systems that their sales people follow by teaching the system to them during actual sales calls. In additon, I am an expert in selling products or services to consumers in their home and have recently finished what I think is the first ever book about selling products or services to consumers in their homes.
2 Comments:
Sales people who sell in the home have often been accused of being high pressure "closers" who do not really have the interest of their prospects in their minds. However, true relationship-based, needs-oriented consultative sales professionals operate with the needs of their customers as prime considerations. What has been your experience with in-home sales people?
Many people have reported that the general public has a poor impression of the calibre of person who sells in the home. However, professionals in the insurance and finance fields seem to have the best reputations because of the strength of the brands they sell.
The primary objection of consumers seems to be that the sales person who was in their home pressured them into buying with bogus gimmicks like "this price is only good tonight", or "I will check with my manger to see if I can get you a better deal but only if you agree to buy now".
How valid do you feel it is for sales people to pressure people this way?
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