A sales coach shares how authenticity closed two $2,000 accounts, then explains the birthday effect: personalizing your pitch to a customer's specific situation, like offering a better deal for a yard sign at a distinctive 105-year-old home.
Door-to-door is insane. So once again, like the last video that you watched, talking about the commission that I made and how blessed and thankful I am, I had one of my guys come watch me do the job because he was having a rough go at it, thinking he was doing things wrong when in reality he just wasn't connecting with people. He wasn't being a person. He was just trying to sell and make money. And he watched me for a little bit, nothing revolutionary. I just told him to be authentic. He leaves and within an hour and a half sells 2 accounts, makes $2,000. Which is insane. And all he did, all he changed was being sincere and authentic. 30 minutes after that, I went to a house that's pretty noticeably different, and I talked about that. This is called the birthday effect, where I made them feel special because their home's so noticeable. They live in a 105-year-old home. It's the oldest home in the whole entire area. I told them that having my sign in front of their home will help me sell more accounts, and because of that, I'll give them a better deal than I typically would.
