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  • Talking the Talk – What You Say and What A Salesperson Hears

If you’re looking for an inside scoop to the brain of a door to door salesperson: surprise! They’re just like you. But selling in a high pressure environment does create some unique difference in how door to door salespeople communicate, and how we communicate with them. So when you speak with a door to door salesperson, keep in mind what to say if you get a knock on your door.

Saying “I’m Not Interested” Means “Not Yet”

Image Courtesy of FreeDigitalPhotos.net

Image Courtesy of FreeDigitalPhotos.net

“I’m Not Interested” is so commonly used as a way to turn salespeople away from the door that it’s become almost cliché. And we say it so readily, that there’s no real weight behind it. And you know it, we know it, and salespeople know it very well.

Saying “I’m Not Interested” just means, to a salesperson, that you’re resistant to a sell, not that you have any feeling whatsoever about the product or service. In a worst case scenario for a salesperson, they might assume you have your “sell resistance” ready, and will leave you be. But if you hesitate in saying it, it may as well indicate that you don’t have all the information, but you’re still willing to make a decision.

Instead try saying: “I’m not buying anything at this time, thank you.”

Saying “That’s Too Expensive” Means “Tell me More”

You can’t and generally shouldn’t haggle with any salesperson. Nothing is more fruitless, frustrating, and nerve-wracking than trying to make a bargain with someone who genuinely believes in the quality of their product. By complaining about the price, all you’re telling the salesperson is that they haven’t demonstrated the value enough.

Cue another product demonstration, another cost-to-benefit ratio. Though to be honest, this is something you’ll encounter more with bad salespeople than good ones. Good ones don’t worry about the cost, they don’t even think about it. If the price is right for you: go for it. If not: don’t waste your time by dragging it out with another sales pitch.

Instead try saying:The product/service doesn’t give me the value I want.”

Saying “I’m Not The Decision Maker” means “Please Come Back Later”

Image Courtesy of FreeDigitalPhotos.net

Image Courtesy of FreeDigitalPhotos.net

When dealing with a salesperson, always assume you’re the individual in charge. That’s how door to door salespeople see the person in front of them, and trying to redirect their attention to someone else is just a way of having them schedule a “call back”, where they will return to speak with you later.

For most of us, saying “I’m Not the Decision Maker” really just means that you’re not interested in making a decision right now. To many salespeople, this means that they can hit you up again once you’ve had time to think. This may not be necessarily a bad thing, but keep it in mind when you hear that follow-up knock later in the day.

Instead try saying: Use a lot of “I”, “Me”, and “My”s. Be confident and assertive and remember that you are the decision maker.

Sales speaks a language of opportunity, and the word choices you make an impact on how you pass yourself off to a salesperson. Seeming timid or unsure just solidifies to the salesperson that you’re still on the fence. If you are, then mission accomplished. If not, then be careful what you say.

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