Sales training like all other areas of business is something which has to constantly evolve. This is particularly true for businesses which rely on door to door selling.

It has always been the case that certain types of sale are conducted by a salesman calling on the home of the prospective client. They will often not want to provide a straightforward quote as you would expect when one business is dealing with another. Instead, they will try to get the highest price they possibly can for the goods. They may also look to sell extras which will attract commission. Perhaps the most common of these is financing for the cost of the work being undertaken.

Latterly, clients have been entitled to ‘cooling off periods’. Initially, this led to many cancelled orders as customers had time to reflect on, what they came to perceive as strong arm tactics of the salesman. However, there is a way to reduce cancelled orders substantially. That is, to use a little basic psychology.

Whereas, salesmen used to fill in the order form and just get the client’s signature, they now get the client to fill out the order form. This simple act of putting pen to paper means that the client feels they are making more of a commitment to the purchase and makes them far less likely to cancel.