Synopsis
A product brochure and a sample case won t get you very far when it comes to in-home selling. No matter if you re selling replacement windows, bathroom & kitchen remodels or home security systems, you ll need a lot more than a friendly smile to get your customer s signature on an agreement.
First 100 Days of In-Home Selling is a comprehensive guide to learning how to sell on the first sales call. Written by veteran sales trainers Jim Ryerson and Ron Kahoun, First 100 Days of In-Home Selling offers a 100-day, step-by-step process to the secret of the one-call close.
First 100 Days of In-Home Selling provides the answers to such basic selling questions as How do I find more prospects? How do I set an effective appointment and make sure all the decision makers will be present? How do I uncover their hot buttons? How do I overcome objections? How do I close the sale on the first visit and How do I get referrals? Any new, or veteran sales representative who sells a product or service in the home will benefit from reading and following Ryerson and Kahoun s secrets of the one-call close.
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About the Author
Jim Ryerson is the founder and president of Sales Octane, Inc., a group of individuals dedicated to helping others apply time-honored sales principles to grow themselves and their business. Jim started his selling career with Herman Miller, Inc., one of America s most admired corporations. Ranked as one of the top 25 sales forces in the country by Sales and Marketing Magazine, Jim developed several selling models during his time with Herman Miller, Inc.
Ron Kahoun is a partner of Sales Octane Inc. Ron started his in-home selling career in 1986 selling wood decks for Sears. His entire career involved techniques to ensure a one-call close. Ron has been a sales representative, regional marketing director and sales manager throughout his career. Before joining Sales Octane Inc., he was a national sales coach, traveling to 22 states coaching/training and teaching the art of the 10-step sales continuumTM.
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