A person who makes his or her living working in people's homes has a special perspective on human nature. This may not be as appropriately said of a trades person who, perhaps, comes in only to change a filter or clean the carpet. But an in-home salesperson, who may spend several hours 'visiting' with a family on their home turf (their home) learns a lot in each and every one of those encounters. People typically let their guards down and are more at ease, open and forthcoming while in the comfortable surroundings of their own places.

Putting a prospective customer at ease is a primary aim of a successful salesperson. Sitting comfortably in armchairs in the family room or sharing coffee at the kitchen table is a good start. A relaxed atmosphere is conducive to a lowering of 'sales tension'.

One tactic that usually works is the sincere paying of a compliment to your host. This can actually work wonders. Seeing an attractive hand-made quilt set, for example, might be a perfect opportunity to utilize this ploy. Paying a compliment can break down sales resistance and should certainly put the prospect in a good mood. People like it when others notice their things, especially when the item is something original.

If your product line includes bedding it might be appropriate to mention that one of your best moving items is the 'king quilt' but that, compared to the hand-made version previously mentioned, your's seems inferior. The prospect will be struck by your honesty and, most likely, open to your suggestions about possibly purchasing other items you're currently offering. Making a friend can often equate to making a sale.

Some people seem to have a built-in pre-conceived idea about salesmen — especially if they're the in-home kind. They may be thought of as door to door peddlers who are only out for a buck. A good and sincere salesperson, however, realizes that a completed sale is only good when both parties benefit.

In-home sales was once a popular way for companies to sell their products, including everything from encyclopedias to cookware. Brushes, vacuum cleaners and insurance policies were also often sold 'at the kitchen table'. Today, with the proliferation of multi-level companies where distributors sell to their friends, neighbors and relatives, in-home sales are again on the rise.

Internet shopping has also significantly changed the way many now purchase goods. People are still shopping from home, but on a computer rather than through direct contact with a live person. There are some companies, however, whose websites include a 'live chat' function, enabling the customer to 'sort of' have face-to-face contact with a company rep. That's technology!

Be Sociable, Share!

•