Door Approach Script
This is the simple door approach that I use every day. It works better than any other script I have used. This script, combined with the door doubt resolutions, will get you into 50-75% of the doors you knock.
"Hi, I'm looking for Prospect's Name. Yes, you mailed this card in requesting
information and I just dropped by to explain it. It takes about 10 minutes."
Door Objections Scripts
"What is this all about?"
"This is the supplement for the Social Security death benefit of $255. You mailed that card in so, I dropped by to explain it and see if you qualify."
“Who is it?” (Through the door and the prospect won’t open it)
When somebody asks that through the door, they aren’t really asking…who is it? They are actually asking…are you a serial killer or a door-to-door salesman. They don’t open the door because they don’t want to talk either of those people.
This is what you say, “I am looking for Gladys Jones.” THAT’S IT! Don’t say another word and 90% of the time they will open the door and talk to you because they will know that you are neither a killer nor a door-to-door salesman.
“I want you to call and make an appointment. I am really busy, can you call for an appointment?”
Prospect: “I’m sorry I really can’t do it right now, I don’t even have 10 minutes.”
Agent: “Tell you what, I don’t have much time so I can skip all the extras and make it 5 or 6 minutes.”
Prospect: “Ok, I guess.”
(If they deny it again, say this)
Prospect: “No, I don’t even have 5 minutes.”
Agent: Ok, how about later today?”
Prospect: “No, that won’t work either. I have a church meeting tonight, and I really just can’t do it today.”
Agent: “Ok, that’s fine. I will be around most of tomorrow too, I'll try back then.”
Prospect: “Yes that should be fine.”
Why we say it:
Suppose you hear the TV in the background and they are still in their PJ’s, chances are they aren’t that busy. Try to get in the door the best you can, because many times they say “set an appointment” just to get rid of you. This also gives them time to think of a better excuse to permanently get rid of you the next time.
If you exhaust all efforts and they still will not let you in, try to set the appointment for later that evening. Setting up ‘soft’ appointments for the evening is how you can keep working well into the night and is great for the winter daylight issue.
Every now and again, you will run into somebody that without exception must have an appointment. With these people, set the appointment, but, make sure that they are dependable. Set the day and time right then and there. If they say, “Give me a call to set the appointment,” in my experience, most individuals who insist on a phone call aren't serious and will turn you down when you call; however, there are exceptions. With experience, you will get better at recognizing the prospects you want to spend your time on.
“I thought somebody would just mail the information. I didn't want anyone to stop by.”
Agent: “I'm really sorry about that. I was just up the road visiting an appointment and I thought I would just swing by and see if I could catch you home. I seriously didn't mean to offend you. I will call next time. Since I'm here, can we set an appointment? How does tomorrow look for you?"
Why we say it:
These individuals are adverse to sales people and don’t like high-pressured salesmen (who does?), because they usually end up buying the product. When you are talking to somebody like this, be genuine and DON’T USE TECHNIQUES. Try to be the furthest thing from a stereotypical salesman as possible by being yourself.
At this point most people will ask you for an appointment. Try your best to get inside and make the sales presentation. If they simple won’t let you in the door, set the appointment.
*Caution: Only go through the appointment process if 1) it is convenient for you, 2) you know you’ll be in the area, and 3) you think the prospect really is interested. If you are really scattered around that week between territories, appointments will make your life miserable. There is no guarantee that the prospect will keep the appointment and if you take an hour out of your day to drive 30 minutes and they aren’t there… you will get frustrated.
"I'm not interested"
Agent: You mailed in the card right? (Don't wait for an answer) Is this your hand writing?
Prospect: Yes
Agent: So, what was it about the card that made you want to mail it in?
Prospect: I just wanted the information
Agent: Well, my only job is to give the information and see which programs you qualify for. From there, what you do with the information is up to you. I don't even care if you throw it in the trash after I leave. Tell you what, I'll skip all the extras and make it real quick for you, because I have another appointment here in the next few minutes.
(Brush off your feet and start moving toward the door)
Your prospect is right...they aren't interested yet, because they haven't had a chance to hear what you have to say. However, NEVER SAY THAT! I always hear of new agents telling the prospect, "How do you know you aren't interested...you didn't even hear what I have to say." This is a stupid response which focuses on one person, YOU! The prospect doesn't care about you. They care about themselves. You need to show them how this information will affect them, and show them that you aren't going to waste a bunch of their time sitting around their house talking for two hours.
"Somebody already explained the information to me"
"That must have been somebody else; I am the only one who has received this card, so nobody else has been here for this. I can skip all the extras and make it real quick for you."
It's possible that at the time your prospect sent the card in they mailed in multiple cards for competing companies, but you don't care about that. You are there to explain the information for the card they mailed to you. So, don't let them brush you off with this. Stick to your guns and get in the door.
"I already have all my final expenses covered"
That doesn't make any difference. This can go along with whatever else you already have. I'll skip all the extras and make it real quick. Would you like to talk inside or out?
(Be very assumptive and this will work most of the time)
"If it costs money, I don't want it"
It's free information like the card says. My only job is to give the information and see which programs you qualify for. From there, what you do with the information is up to you. I don't even care if you throw it in the trash after I leave. Tell you what, I will skip all the extras and make it real quick for you, because I have another appointment here in the next few minutes.
Some agents hear this and walk away. Those agents are losing sales because you don't really know what the prospect's situation is. Try and get into every person's door who says this, and you will make some sales. Guaranteed!
"Hi, I'm looking for Prospect's Name. Yes, you mailed this card in requesting
information and I just dropped by to explain it. It takes about 10 minutes."
Door Objections Scripts
"What is this all about?"
"This is the supplement for the Social Security death benefit of $255. You mailed that card in so, I dropped by to explain it and see if you qualify."
“Who is it?” (Through the door and the prospect won’t open it)
When somebody asks that through the door, they aren’t really asking…who is it? They are actually asking…are you a serial killer or a door-to-door salesman. They don’t open the door because they don’t want to talk either of those people.
This is what you say, “I am looking for Gladys Jones.” THAT’S IT! Don’t say another word and 90% of the time they will open the door and talk to you because they will know that you are neither a killer nor a door-to-door salesman.
“I want you to call and make an appointment. I am really busy, can you call for an appointment?”
Prospect: “I’m sorry I really can’t do it right now, I don’t even have 10 minutes.”
Agent: “Tell you what, I don’t have much time so I can skip all the extras and make it 5 or 6 minutes.”
Prospect: “Ok, I guess.”
(If they deny it again, say this)
Prospect: “No, I don’t even have 5 minutes.”
Agent: Ok, how about later today?”
Prospect: “No, that won’t work either. I have a church meeting tonight, and I really just can’t do it today.”
Agent: “Ok, that’s fine. I will be around most of tomorrow too, I'll try back then.”
Prospect: “Yes that should be fine.”
Why we say it:
Suppose you hear the TV in the background and they are still in their PJ’s, chances are they aren’t that busy. Try to get in the door the best you can, because many times they say “set an appointment” just to get rid of you. This also gives them time to think of a better excuse to permanently get rid of you the next time.
If you exhaust all efforts and they still will not let you in, try to set the appointment for later that evening. Setting up ‘soft’ appointments for the evening is how you can keep working well into the night and is great for the winter daylight issue.
Every now and again, you will run into somebody that without exception must have an appointment. With these people, set the appointment, but, make sure that they are dependable. Set the day and time right then and there. If they say, “Give me a call to set the appointment,” in my experience, most individuals who insist on a phone call aren't serious and will turn you down when you call; however, there are exceptions. With experience, you will get better at recognizing the prospects you want to spend your time on.
“I thought somebody would just mail the information. I didn't want anyone to stop by.”
Agent: “I'm really sorry about that. I was just up the road visiting an appointment and I thought I would just swing by and see if I could catch you home. I seriously didn't mean to offend you. I will call next time. Since I'm here, can we set an appointment? How does tomorrow look for you?"
Why we say it:
These individuals are adverse to sales people and don’t like high-pressured salesmen (who does?), because they usually end up buying the product. When you are talking to somebody like this, be genuine and DON’T USE TECHNIQUES. Try to be the furthest thing from a stereotypical salesman as possible by being yourself.
At this point most people will ask you for an appointment. Try your best to get inside and make the sales presentation. If they simple won’t let you in the door, set the appointment.
*Caution: Only go through the appointment process if 1) it is convenient for you, 2) you know you’ll be in the area, and 3) you think the prospect really is interested. If you are really scattered around that week between territories, appointments will make your life miserable. There is no guarantee that the prospect will keep the appointment and if you take an hour out of your day to drive 30 minutes and they aren’t there… you will get frustrated.
"I'm not interested"
Agent: You mailed in the card right? (Don't wait for an answer) Is this your hand writing?
Prospect: Yes
Agent: So, what was it about the card that made you want to mail it in?
Prospect: I just wanted the information
Agent: Well, my only job is to give the information and see which programs you qualify for. From there, what you do with the information is up to you. I don't even care if you throw it in the trash after I leave. Tell you what, I'll skip all the extras and make it real quick for you, because I have another appointment here in the next few minutes.
(Brush off your feet and start moving toward the door)
Your prospect is right...they aren't interested yet, because they haven't had a chance to hear what you have to say. However, NEVER SAY THAT! I always hear of new agents telling the prospect, "How do you know you aren't interested...you didn't even hear what I have to say." This is a stupid response which focuses on one person, YOU! The prospect doesn't care about you. They care about themselves. You need to show them how this information will affect them, and show them that you aren't going to waste a bunch of their time sitting around their house talking for two hours.
"Somebody already explained the information to me"
"That must have been somebody else; I am the only one who has received this card, so nobody else has been here for this. I can skip all the extras and make it real quick for you."
It's possible that at the time your prospect sent the card in they mailed in multiple cards for competing companies, but you don't care about that. You are there to explain the information for the card they mailed to you. So, don't let them brush you off with this. Stick to your guns and get in the door.
"I already have all my final expenses covered"
That doesn't make any difference. This can go along with whatever else you already have. I'll skip all the extras and make it real quick. Would you like to talk inside or out?
(Be very assumptive and this will work most of the time)
"If it costs money, I don't want it"
It's free information like the card says. My only job is to give the information and see which programs you qualify for. From there, what you do with the information is up to you. I don't even care if you throw it in the trash after I leave. Tell you what, I will skip all the extras and make it real quick for you, because I have another appointment here in the next few minutes.
Some agents hear this and walk away. Those agents are losing sales because you don't really know what the prospect's situation is. Try and get into every person's door who says this, and you will make some sales. Guaranteed!