A discussion about sales, sales tips and advice, and about those who land the deal

Since Ernesto was a former computer programmer - an industry not known for turning out great sales professionals - I figured that he might be a little uncomfortable with the aspect of selling himself and a product to total strangers.

And when I heard that most of their sales leads came from door to door prospecting, I was sure that was the part of the business he would rank at the bottom of his daily selling tasks.

I was wrong.

"I love going door to door," says Ernesto, who will usually spend time after each demonstration visiting the neighbors and trying to set up times to demonstrate their product. 

Then he said something that really hit home as making a lot of sense: "Every time I go to someone's door, they tell me how they'll buy and when they'll buy," he said.  "They'll tell you to come back when their husband is at home so he can make sure hey can be there, or to come back in a week around a pay day, or they'll tell me something else that gives me a hint about how to approach them about buying the product."

Having the persistence to knock on the door.  Asking the right questions.  Listening to their responses.  Redirecting their questions or objections back to the sales opportunity.  It's a daily regimen for Ernesto and Janel.  And, its what makes them successful. 

Theres a great sales lesson for all of us who have made a career of selling, but seem to covet all of those excuses for why "knocking on doors" is a waste of time...