The Sales Process for In-Home Demonstrations
Increase Success in Home Improvement Sales with these Steps
Apr 26, 2009
There is a natural progression of how people buy. Following these initial steps increases the odds of closing success and will allow the sales force to make more money. Understanding the steps and following them in order will result in consistency of sales success and make honing the in-home presentation skills easier. This short sales process also lays the groundwork to establish a buying environment, and increase the chances of closing the sale in a solution-selling framework.
A sales process is a road map for success in sales. These steps to a sale are an example of the isolation of elements and skills needed for in-home demonstrations.
Increase Sales Opportunities
The first step is the entry. Getting in the door and sitting down with a prospect may seem obvious, given the well-known sales adage, “it’s a numbers game.” The more prospects a salesperson sees, the more contracts he/she writes. This is a separate step because being denied at the door can be overcome, thereby increasing sales opportunities. By focusing on this as a stand-alone step, salespeople can hone their skills to get into more homes.
Gain Control of the In-Home Presentation
It is a challenge to schedule both homeowners to be present at the in-home demonstration. Now that they are both home, they both need to be attentive and involved. In the next step, the warm-up, use of a printed set of situation questions inquiring about the product or service can serve as a tool to draw in both homeowners and gain control of the appointment.
Establish Credibility as an Expert
The next step is the inspection. Inspect the house for visual confirmation of its current state. This establishes the salesperson as an expert who knows what he/she is looking for.
The next step involves uncovering problems. For the water conditioning industry, this step is the water testing. For vacuum sales, this step would be the cleaning demonstration. Each industry has its own unique way of dramatically revealing issues in the home. Intelligent questions delving deeper into the implications of the problems should further establish credibility and arouse curiosity in the homeowner about the solution.
The final step before selling the solution, establishing a buying environment, and closing the sale is the book presentation. Give the company story to build confidence that the company is reputable and established, and assure the homeowners that the company will do a good job for them.
A 3-ring binder filled with the Better Business Bureau report, local articles and easy-to-understand research facts helps establish further credibility. This step validates the seriousness of the problems discovered and impresses on the homeowner the extent of the issues involved at a societal level.
The sales process for in-home demonstrations for home improvement products is an established set of steps that builds on itself mirroring the natural buying process of prospects. Taking each sub-skill of in-home sales skills as a separate, unique step helps the salespeople hone skills individually.
This short sales process works well for the one-call close for home improvement products and services.
Resources
Closing Skills Training for In-Home Sales
References
Permission given by Michael Biunno, Sales Manager for Crystal Canyon, Inc., to publish these steps to a sale.
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