James Burgess, Focus31, SellingDoor to door salesman Kenny Brooks sells up a storm making his sales conversation funny, ignoring the objections, turning his selling process into stand-up comedy.  It worked but was it effective?

Kenny is selling a $36 bottle of miracle cleaner on which he gets paid a 50% commission (I hope he didn’t say 15%) or $18.00.  Its a 7 minute video plus order taking time plus travel time between houses it is likely a 30 minute process so maybe he earns $36/hour but only if he closes 100% of the time.   Some homeowners won’t be home, some might not open the door, some won’t let him get his first two words out and some, despite his charming personality just won’t buy. 

I’ll argue he could have shortened this sale by 50% if he stopped making the conversation about himself and actually LISTENED to what the prospect was saying. 

But at least he had a script.  Want to learn more about scripted sales conversations?  Go to focus31.com/free-business-plan-book to download CHAOS; How Business Leaders Can Master the Power of Focus and read chapter #6
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