Someone making their living working in others’ homes develops a certain insight into people’s natures. This isn’t so much true for someone who, for example, comes in to fix the furnace or wash the windows, since these jobs don’t involve a great deal of verbal communication. But for an in-home salesman or saleswoman, a visit may last for several hours and much of this time may include conversation. When in their own home, a prospect is likely to feel comfortably at ease. This is, after all, their home turf.

This feeling of ease on the homeowner’s part gives an astute salesman or woman a distinct advantage. The object of his or her visit is to make a sale. For this to occur, it’s best that the prospect feel comfortable and at ease. There are definite methods to accomplish this, but for a salesman to be sitting with the prospect in armchairs near the fire or at the kitchen table with a cup of coffee is a big first step.

One tactic that usually works is the sincere paying of a compliment to your host. This can actually work wonders. Seeing an attractive hand-made quilt set, for example, might be a perfect opportunity to utilize this ploy. Paying a compliment can break down sales resistance and should certainly put the prospect in a good mood. People like it when others notice their things, especially when the item is something original.

If your product line includes bedding it might be appropriate to mention that one of your best moving items is the ‘king quilt‘ but that, compared to the hand-made version previously mentioned, your’s seems inferior. The prospect will be struck by your honesty and, most likely, open to your suggestions about possibly purchasing other items you’re currently offering. Making a friend can often equate to making a sale.

Some people seem to have a built-in pre-conceived idea about salesmen — especially if they’re the in-home kind. They may be thought of as door to door peddlers who are only out for a buck. A good and sincere salesperson, however, realizes that a completed sale is only good when both parties benefit.

Long a popular way for companies to distribute their goods, in-home sales took on increased popularity with the advent of multi-level marketing operations first launched in the early 1960′s. Sales were again being consummated at the ‘kitchen table’, this time by distributors tasked with selling to neighbors, friends and relatives.

Internet shopping has also significantly changed the way many now purchase goods. People are still shopping from home, but on a computer rather than through direct contact with a live person. There are some companies, however, whose websites include a ‘live chat’ function, enabling the customer to ‘sort of’ have face-to-face contact with a company rep. That’s technology!

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