family time; a very intimate and rare gathering of loved ones. Of course, a salesman is out of place and unwelcome here. Salesmen must overcome this stigma in order to sell anything. Therefore, first impression is key. Salesmen must take negative reactions in stride and remain positive, personable, and enthusiastic, which is no easy task. While selling, Ben worked to establish a positive atmosphere before even speaking with potential customers. He would often wave to potential customers from the vehicle. Then, he must establish trust in order to build rapport. Building rapport is especially difficult when communication is hindered. Due to the distrust that most people have for door-to-door salesmen, potential customers would often hide behind their front doors, speaking through the glass or poking their heads around the door. This is uncomfortable for the salesman as he feels cut off from the person and unable to make connections. Intricacies of Selling We have looked at all the stressors involved in the logistics of the job, but have yet to examine the difficulty in mastering the art of sales. First, the salesman should identify a neighborhood where sales are likely. Salesmen typically sell in middle to lower class neighborhoods simply because of population density. As stated before, the salesman must maintain positive energy, and also approach potential customers with confidence. When speaking with customers, Ben spoke quickly and clearly, not allowing the customer to interrupt. It is best to keep control of the conversation and avoid awkward silences.
family time; a very intimate and rare gathering of loved ones. Of course, a salesman is out of place and unwelcome here. Salesmen must overcome this stigma in order to sell anything. Therefore, first impression is key. Salesmen must take negative reactions in stride and remain positive, personable, and enthusiastic, which is no easy task. While selling, Ben worked to establish a positive atmosphere before even speaking with potential customers. He would often wave to potential customers from the vehicle. Then, he must establish trust in order to build rapport. Building rapport is especially difficult when communication is hindered. Due to the distrust that most people have for door-to-door salesmen, potential customers would often hide behind their front doors, speaking through the glass or poking their heads around the door. This is uncomfortable for the salesman as he feels cut off from the person and unable to make connections. Intricacies of Selling We have looked at all the stressors involved in the logistics of the job, but have yet to examine the difficulty in mastering the art of sales. First, the salesman should identify a neighborhood where sales are likely. Salesmen typically sell in middle to lower class neighborhoods simply because of population density. As stated before, the salesman must maintain positive energy, and also approach potential customers with confidence. When speaking with customers, Ben spoke quickly and clearly, not allowing the customer to interrupt. It is best to keep control of the conversation and avoid awkward silences.
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