From Ordinary to Extraordinary: The Power of Going the Extra Mile in In-Home Sales

The difference between an average performer and a top closer often comes down to one simple factor: effort. As legendary football coach Jimmy Johnson once said, "The only difference between ordinary and extraordinary is that little extra." Let's explore how this principle can transform your approach to in-home sales and boost your closing rates.

Understanding the 'Little Extra' in in-home sales, that 'little extra' can manifest in numerous ways:

• Preparation: Go beyond basic product knowledge. Research your prospect's neighborhood, understand local trends, and anticipate potential objections.
• Personalization: Tailor your presentation to each client's unique needs and lifestyle. This shows you're not just there to sell but to solve problems.
• Problem-solving: When obstacles arise, don't give up. Find creative solutions that others might overlook.

Implementing the 'Extra' in Your Sales Process

• During the Presentation: Listen more than you talk. The extra effort in understanding your client can lead to a more effective presentation. Demonstrate products in unique ways that resonate with the client's dreams, needs, and lifestyle.
• Handling Objections: Instead of generic rebuttals, offer specific, researched solutions. Be prepared to bring in additional resources or more information/products if needed. Unload the trunk as they say.
• Closing the Deal: Ask for the business. Offer unexpected add-ons or services that provide extra value. Be willing to work with clients on flexible terms, payments always make it affordable to order. 
• After the Sale: Follow up not just to ensure satisfaction, but to ask for referrals and maintain a long-term relationship and earn additional business.

The Compounding Effect of 'Extra'

Remember, extraordinary results don't always come from grand gestures. Often, it's the accumulation of small, consistent efforts that sets you apart. Each 'little extra' you provide builds upon the last, creating a compounding effect that elevates your entire sales approach.

Motivating Yourself to Go the Extra Mile

• Set clear goals: Know exactly what you're working towards.
• Track your efforts: Seeing the correlation between and comparing results can be highly motivating.
• Celebrate small wins: Acknowledge when your 'extra' efforts pay off.
• Continual learning: Stay updated on industry trends and sales techniques.

Conclusion

Being ordinary is a choice. By consistently putting in that 'little extra' - in your preparation, your presentations, your problem-solving, and your follow-ups - you elevate yourself from an ordinary salesperson to an extraordinary closer. Remember, every interaction is an opportunity to demonstrate your commitment to excellence. Your clients will notice and appreciate the difference, leading to more closed deals, higher satisfaction rates, higher commission checks, and a thriving career in in-home sales. 

So, ask yourself today: What 'little extra' can you provide in your next sales visit that will push you from ordinary to extraordinary? Your success awaits in that extra effort. Keep Closing Road Warriors!