Essential Elements of a Presentation in-home sales techniques

1. The process formerly known as "warm up"
Here's  where the in-home sales professional attempts to remove the innate fear  of salespeople that may be present in the mind of the prospect.  Frequently this can be accomplished through the use of a properly worded  survey or questionnaire or the actual walking of the job (inspection). It is imperative that the prospect view the in-home sales professional, not as a hired gun high pressure mercenary, but as an industry specific professional.

2. Establish credibility/ The company story/ credentials
The  time and place to address /remove diminish the "I want to check you  out" objection or stall, is before it becomes a fatal objection at the  end of the presentation. The timing of the presentation mandates that  this, as with all other salient, important information be presented to  the prospect in a manner that easily allows them to internalize these ideas and concepts as their own.
 

3. Eliminate multiple alternatives
Here's  where the prospect's decision must be narrowed down to a simple  "dichotomy of choice" When the prospect began the information  gathering/purchasing process they may have been considering option A, B,  C, D and so forth. The goal here is to reduce the amount of  alternatives the prospect may be considering to either YOUR PRODUCT/  SERVICE being the ultimate in service value and quality or all others  being the ultimate form of deception, danger and fraud!
 

4. Build value
Using  a comparison presentation the in-home sales professional shows the  features and resulting benefits UNIQUE to their particular product or  service. 

5. Create urgency
In  many cases the best presentation to qualified prospects will amount to a  tragic waste of time and resources unless the deal is closed. There is a  popular quote that says: "if you can't close, then you can't sell" REMEMBER THAT PEOPLE WILL USUALLY SEEK WAYS TO JUSTIFY THEIR ACTION OR INACTION!!!!! 

These  five steps have improved the earning power of many sales professionals.  These five steps are time tested over the course of over sixty years.  Most importantly the manner in which these steps are performed is the  actual key to sales success! Using sales techniques developed in 1974  will at best, get you a "1974 paycheck". This information was developed  after thousands of in-home sales presentations from 1986 TO THE PRESENT!
    I ought to know because my name is Tommy Steele "America's Favorite Home Improvement Salesperson"

Want more info on how to become en effective in-home closer?

Watch these "classic"  video clips featuring TOMMY STEELE

"FROM THE FIELD" part one

"FROM THE FIELD" part two

"FROM THE FIELD" part three

check out www.in-homesales.com

www.sellinginthehome.com

www.howtoclosethesale.com

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