For example, if all decision makers are not available when you knock, it will be better to have a reason to come back. For example, if you sell cable TV and a decisions maker is absent, it is better to ask questions about what they use now and make an appointment to come back and go over the results than to present to just one person.



If you sell roofing, for example, if all decision makers are not present, I suggest you take measurements and offer to come back for an appointment when you have "run the numbers".

This approach is also important if you sell a product that takes more than 15 minutes to demonstrate or calculate. Today's customer is very unlikely to have more than 15 minutes free that they are willing to give a stranger without an appointment.

Many salespeople believe that one member of a couple can make buying decisions and that is true in many cases. However, even if one person can make a buying decision, they can still use the excuse that they , "need to check with their spouse". There isn't much you can say about it after they bring it up.

Never leave a price or a brochure unless you have spoken to all decision makers. This is tough to do an not look like you are being disrespectful to the person who is available. That's why we recommend that you have a reason ready why you need to do a calculation or something before you can calculate the price for them.

As I have discussed in our sales training, be sure too that you have a good reason for knocking on their door. The days of just knocking are over. Reasons could be your company is installing equipment on the next block and since you have to wait for the installer to finish, the company will allow you to do a $120.00 assessment for them at absolutely no charge, to see how much they could be saving.

If you sell a product you can see from the road like chimney flashings, siding, landscaping etc you can knock because you noticed something like damaged shingles and you are just stopping to let them know before they get any water damage. This approach makes you look very helpful and is a great conversation starter.

Try these techniques and you will find you get to present more to decision makers.