The 13 Must-Haves in an In-Home Sales Success Kit
Your sales person is the face of your company when they are in the home.
The homeowner (and your prospective client) will be basing their judgements about the polish and professionalism of your business on that ONE interaction.
No pressure, right?
The unfortunate fact is that no matter how smooth talking or polished the presentation is, the salesman’s level of preparation is being scrutinized.
Did they need to borrow a pen? A flashlight?
Were they flustered by kids that hovered at the kitchen table?
You can give your sales team an immediate leg up on the competition simply by standardizing WHAT they carry in to the home with them. These 13 must-haves aren’t just tools of the trade – they pave the way for building rapport and highlight the we-think-of-everything attitude of your company.
As you go down the list, ask yourself – how many of these items does your team carry?
- Sales Persuasion System: Not just a price list or a brochure, a true Sales Persuasion System is a custom, professional presentation that walks prospective customers through their options while logically and naturally concluding at a sale.
- Client Success Stories: If you’re under-utilizing testimonials you are missing the chance to use an army of more persuasive, more instantly believable salespeople who can do the heavy lifting for you.
- Independent Information: News articles, magazine clippings and even online reviews of the products you’re recommending – so they don’t need to take your word for it.
- Coloring Book & Crayons: Stock up at your local dollar store to keep the kids occupied while the adults talk business. Even better? Custom coloring sheets with your company mascot or logo.
- Dog/Cat Treats: Pets are a true member of most families, and being prepared goes a long way to building rapport. But be sure to always ASK before giving a treat!
- Closing Pen: When signing a contract, hand the homeowner a PROPER writing instrument to sign with. You don’t need a $500 Mont Blanc, but upgrade from the $2 Bic.
- Business Cards
- Tape Measure
- Shoe Covers
- Calculator (a real one – not just an app on your phone!)
- Writing paper (even if your quotes are prepared electronically)