One of my customers call today to report he is having trouble selling home security systems to new home owners. He reports that new home owners tell him they will get security in a few months. It seems they spent all their money getting the home and need to regroup. The problem here lies in the presentation, not in the economics of new home owners.
There are three steps to solving this situation. If you follow these steps it will greatly improve your results.
This Is Your Only Chance
First, we need to make sure we have it in our head and in our heart that we have only one chance to help them and to get a sale. They are not going to call us in three months or six months. This is our only chance. You are either selling security systems or buying excuses.
Show The Need
Next, develop a special presentation for new home owners. For example: "Mr Brown, I would not recommend putting off this decision and here is why. You have a much higher risk of being a victim of crime in the first few months you live in your new home. If you wait six months to think about security, it may be too late. Your home was just listed with a Realtor right? How many people say all the pictures on line? How many people cane to open houses to "case" your belongings. Were the movers upstanding citizens or sub contractors who may have friends in the burglary business? All your neighbors had a chance to watch your belongings being unloaded. Would any of them have friends who might be interested? Also, the amount you paid for the home and your mortgage details are now on line publicly. Do you think criminals might look through that data to find homes that will be good targets?" If we have raised the need, now, what about paying?
Address Their Concern
New home owners tell you they have no money left and that is probably true. When this happens, I suggest you ask them how long they want to wait to think about home security. Let's assume they say 2 months. Instead of leaving, I suggest you say, "I'm not asking you to pay for the system, I just want you to make your family safer. I will ask if we can install your system now, while you need it and have your payments start in 2 months as you requested. I'll get the paperwork started."
I know you will find that if you follow these steps, you will close a lot more new home owners.
Get free samples of Carl Davidson door to door sales training at http://www.door-to-door-sales.info or call 716-580-3384. We also offer free samples on closing and overcoming objections at http://www.close-more-sales.info
