26d • General discussion
How I've Been Selling the DIY Homeowners
Maybe the most common objection I've been seeing recently is the "I do it myself" objection.
A lot of the times the person just rinses their bins out with a hose and bleach which isn't very eco-friendly and doesn't do a good job of getting rid of all the stains and grime that's built in. Chances are these homeowners take pride in doing it themselves and probably do their own pest control, window washing, and landscaping as well.
What I've been doing is adding this key neutralizing statement immediately after the smokescreen/objection comes up.
"That's exactly why I'm here."
This has been key in keeping the customer engaged, disrupting their process of thinking, and breaking down their wall.
I follow it up with "A lot of the jobs I do for the neighbors is maintenance work anyway. Do you guys keep your bins outside or in the garage?"
The question at the end keeps me in control of the conversation and allows me to transition naturally into explaining the process and showing off our features and benefits.
Here's the full line:
Customer: "I usually just do it myself."
You (sales rep): "That's exactly why I'm here. A lot of the jobs I do for the neighbors is maintenance work anyway. Do you guys keep your bins outside or in the garage?"
-Test this out next time your out knocking!
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How I've Been Selling the DIY Homeowners
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