9 Critical Marketing Lessons I Learned from the Kirby Vacuum Salesman
Picture this scenario:
My workday opened with a two-hour meeting at the offices of one of my clients. On the way home, I swung by Costco to pick up some essentials (we have teenage sons, so milk, bread, and bananas are always in short supply).
As I meandered through the pots and pans aisle on the way to “bagel row,” I signed on a new client (imagine me on my cell phone, parked in front of the acrylic “glassware,” madly scribbling notes onto my pocket memo pad).
When I arrived back at my home office, I noted four “must-do” things to accomplish before my day ended:
- Synthesize notes from morning client meeting and send to the project team.
- Prepare and send contract and invoice to new client.
- Finalize curriculum for social media workshop I’m teaching in two days.
- Accompany my son to a meeting at his school.
I had just finished answering the day’s e-mails and was diving into my notes when a loud rap sounded on my front door. A cute, overly-cheerful young woman greeted me. (My distracted brain struggled to process this anomaly in a millisecond – Jehovah’s Witness? Nope. College-aged window washer? Nope.
She flashed a brilliant smile and asked, “Do you have a dirty carpet in your home that needs cleaning? We’ll dry-foam shampoo an entire room in your home right now, for free.”
This caught my attention. Because teenage boys in the home = dirt on the carpet. Lots of dirt.
“Do you have carpeted stairs? We’ll shampoo your stairs,” she offered.
I eased back from the front door and gazed at my carpeted staircase. Dirty.
Then I thought about our downstairs “man cave.” The video game/TV room. Extremely dirty.
“You said you’ll shampoo any room? Like, say, a largish family room?”
“Yes,” she replied, with a big, almost-genuine smile.
“Will I have to sit through an hour-long sales pitch for a Kirby, because I don’t have time for that today.”
“Oh no,” she promised. “No sales pitch at all.”
That was my first mistake. Everything I had ever learned from attending numerous time-share presentations flew out of my brain and all I could think about was that grimy carpet in my basement. The carpet that would be magically transformed into a better version of itself – for free – and I wouldn’t have to shampoo it.
“You’re on,” I said.
Soon, a three-person team of Kirby-ites hurricaned through my home, lugging in what appeared to be a truckload of boxes. Holy cow! All this, just to shampoo our man cave carpet?
For the next three hours (count ‘em – THREE HOURS), my husband, our older son, and I watched, dazed, as the Kirby-ites vacuumed, pre-treated, re-vacuumed, and shampooed two square feet of our basement carpet (they did not shampoo the entire room, as promised). They did suck the dust out of our laptops and clean the ancient floor mats from our son’s car. They even vacuumed our sons’ sheets and mattresses, and showed us evidence of dust mites and other disgusting things that make their home in our beds. Eeeewww!
During the midst of this marathon demo, my husband and I tag-teamed. He picked our younger son up from wrestling practice and grabbed us fast-food burgers for dinner. I took our son to his meeting at school. When we returned home, the Kirby-ites were still there, vacuuming everything in sight.
My husband pulled me aside. “I told them we’re not going to buy a Kirby,” but they won’t leave,” he hissed.
When the three Kirby-ites (demo guy, trainee, and hard-sell manager) finally packed up and left at 8:10 p.m., our 15-year-old son surveyed our freshly shampooed square of carpet and commented, “Well, it looks clean. But not $3,000 cleaner than it was before.”
That’s right, folks. They were asking nearly $3,000 for a “50th anniversary edition” Kirby with all the bells and whistles. Gulp.
The next morning, when I had finally recovered enough brain cells to think straight, I pondered the lessons I learned during this direct sales demonstration. Other than having a small area of clean carpet and dust mite-free mattresses, there had to be some meaningful takeaway lessons from my three hours with the Kirby-ites, right?
Of course there are! Nine of them, in fact. You may wish to apply these lessons when selling your own products or services:
1. Show up, in person
When I receive e-mail sales pitches, I read the Subject line and then hit the delete key.
When a telemarketer phones, I interrupt with a firm, “No thanks,” and hang up.
But when an energetic “girl next door” type knocks on my door and offers to clean a room of my house for free, it’s really, really hard to say “no.”
Takeaway: When you’re pitching your services or products, do so in person whenever possible. Face-to-face contact sells.
2. Know your target market.
When Kirby-girl knocked on my door, she told me that their team was canvassing my middle-class neighborhood. “We’re shampooing Mary’s carpet across the street first, then we’re doing Frank’s down the block, and we need to do two more homes while we’re in your neighborhood today,” Kirby-girl informed me.
When she mentioned that Mary and Frank were in the process of getting their carpets shampooed, it subconsciously elevated my own trust level in the Kirby-ites.
The Kirby-ites are aware of the demographics of neighborhoods they target. They know whether the homes are owned or rented. They know the value of our homes and can make fairly accurate guesstimates as to our annual income. As such, they can predict that at least one of the homeowners on my block would fork out $3,000 for a vacuum cleaner.
Takeaway: Do your homework. Before you pitch your services or products, do extensive market research into who your ideal customer is.
3. Connect with your customer.
Kirby demo guy asked us about our interests, hobbies, and activities. In return, he told us stories about his kids, hobbies, and activities. He did so as a natural part of the conversation, which helped us view him as a real person and elevated our trust in him.
Takeaway: Your customers are not statistics, but real people. Get to know them as individuals, and find ways to show them you care about them.
4. Give away something valuable.
When the Kirby-ites knocked on my door, they promised they’d shampoo a room of my house. Since my carpet was in need of a shampoo, their incentive was of high value to me.
Takeaway: Think about a “loss leader” – a product or service you can give away without breaking the bank – something that will benefit your ideal customer in a tangible way.
5. Keep your promises.
Unfortunately, the Kirby-ites did not fulfill their promise to shampoo our entire room; instead, they dinked around in the room’s entryway (granted, the entry was the dirtiest spot on the carpet) for three full hours. As a result, part of the carpet in our man cave looks great, and the rest looks… not so great.
Takeaway: People remember negative experiences 20 times more than they do positive ones, and they’re more likely to share negative experiences with others. Fulfill promises you make to potential customers, and you’ll likely earn their long-term loyalty.
6. Let your product or service do the talking.
The Kirby demo guy asked us to get out our own vacuum cleaner. He poured a mountain of baking soda on our carpet and showed us how ineffective our vacuum is at, well – vacuuming.
He then vacuumed the same area with the Kirby, so we could see how effectively it slurped up every iota of dirt, dust, and hair. He made his point without uttering a word; he simply showed us swatches of black fabric he’d attached to the Kirby, loaded with gunk from our carpet.
He displayed at least 20 fabric swatches loaded with dirt from our carpet in conspicuous locations all over our family room floor. He then looked pointedly at said fabric swatches. And waited for us to get nervous and blurt out, “We must immediately stop paying our son’s college tuition and buy a Kirby instead!”
Takeaway: If you have a great product or service, and you truly believe in it, you won’t have to convince people to buy it. Let the quality of your product or the value of your service speak for itself.
7. Make the sale.
Partway through the demonstration, Kirby guy handed us a laminated sheet that listed the prices and features for three Kirby systems.
He hauled our old vacuum cleaner outside and left it there, a psychological trick intended to make it easier for us to trade in that “piece of junk” for a spanking new Kirby.
Near the end of the demo, he broke out “the black binder” and walked us through the endless wondrous benefits of owning a Kirby.
At the end of the presentation, he called in the reinforcements – the slick manager guy whose job is to play “bad cop.” Manager guy asked us directly (several times) if we would buy the system. When we said “no,” he didn’t give up right away, but followed up with, “What if I could make you a dynamite deal?”
Takeaway: Many of us spend hours polishing our pitches. But when it comes time for the call-to-action, we get squeamish. Get over it. Don’t be afraid to ask, “Will you buy this? Will you buy it right now?”
8. “No” means “no.”
When prospects do say no – or when they say “maybe, but not right now,” it’s ok to ask for clarification. But when they get that hostile glint in their eyes and start edging closer to the kitchen knife block, it’s time to pack up and leave.
The Kirby-ites packed their boxes as slowly as possible, deliberately cleaning, scrubbing, and polishing each component. They gently wrapped each tool in plastic bags and reverently placed each item into boxes.
Their goal was to show us how valuable this machine is, and what great care one must take of it. Their ever-so-slow packing procedure gave us plenty of time to ponder whether we’d made the correct decision in saying “no.”
They intentionally made us feel uncomfortable, hoping we’d get impatient and say, “What the heck. I’ll buy this thing, just to get you guys out of here faster!”
The “refuse-to-take-no-for-an-answer” that direct sales people use has always irritated me. I am polite to sales people because I respect the fact that they’re doing their job. But once I make a buying decision, I rarely change my mind.
Takeaway: When you’re selling your product or service, be aware of the body language of the person you’re selling to. Respect their “no” or their “maybe later,” and follow up with the prospect in a few days, after they’ve had a chance to cool off and think about their decision.
9. Zip your fly.
Kirby demo guy was dressed appropriately for the job. He had on jeans, sturdy (but attractive) work shoes, and a dress shirt and tie. He was professional, well-spoken, and friendly (but not overly friendly). Only one problem. His fly was unzipped, and his tighty whities were on display in all their cottony glory.
Takeaway: Before doing a presentation, sales pitch, or any activity that involves meeting a prospect in person, check and double-check every aspect of your grooming and attire in front of a full length mirror. First impressions do count.
Two additional marketing lessons, updated April 12, 2016:
Readers: Today, I closed the comment thread for this post. Sadly, recent comments have degenerated into a flame war among Kirby distributors, owners, and non-owners.
That was NOT my intention when I wrote this article; the point was to share marketing lessons I learned during the Kirby demo in my home — lessons that any of us who sell products and services can benefit from.
Incidentally, my doorbell rang the other day and it was two young women, huffing and puffing because they had been “running down the block, doing demos for 4 neighbors.”
Word-for-word the same pitch they gave me four years ago. “We aren’t trying to sell you anything,” they gasped, in unison. “We’re just here to offer you a free demo.”
“Are you by any chance doing demos of Kirby vacuums?” I asked.
“Well, yes.”
“I’m not interested. Have a nice day.”
So, I’ll throw in two more lessons I learned:
1) Don’t lie to me and tell me you’re not trying to sell me anything when it’s obvious that selling me something is exactly why you rang my doorbell.
2) Change up your sales pitch every few years (preferably, more often than every few years). I’ve heard the breathless, “We’re in such a hurry… all your neighbors have asked for a demo” line every year for the last four years.
Been there. Done that.
I receive lots of marketing info, Laura, but this one kept me reading. Great job!
Especially because once–and only once, mind you–I was the victim of the “clean one room” Kirby pitch. Worst week of my life. Okay, three hours. It only SEEMED like a week.
Not long ago, my husband started a new job in auto sales. He’s enjoying it despite its bad rep because the dealership where he works operates with tremendous integrity.
I don’t write about marketing, but I almost sense a blog post coming on. Thanks again.
I receive lots of marketing info, Laura, but this one kept me reading. Great job!
Especially because once–and only once, mind you–I was the victim of the “clean one room” Kirby pitch. Worst week of my life. Okay, three hours. It only SEEMED like a week.
Not long ago, my husband started a new job in auto sales. He’s enjoying it despite its bad rep because the dealership where he works operates with tremendous integrity.
I don’t write about marketing, but I almost sense a blog post coming on. Thanks again.
Laughing about you getting suckered into the “short,” three-hour Kirby pitch too, Marti. Now I don’t feel so bad!
I think you are right on target with your comment about integrity. Bottom line, that’s what truly bothered me about the Kirby pitch. The equipment itself had integrity (as far as I could tell), but because the promise to shampoo a room of my home AND the promise that I wouldn’t have to sit through a lengthy sales pitch were broken, I lost my faith in the company.
Of course, it was my choice in the first place to let them in, so I take full responsibility for my part in what happened.
Laughing about you getting suckered into the “short,” three-hour Kirby pitch too, Marti. Now I don’t feel so bad!
I think you are right on target with your comment about integrity. Bottom line, that’s what truly bothered me about the Kirby pitch. The equipment itself had integrity (as far as I could tell), but because the promise to shampoo a room of my home AND the promise that I wouldn’t have to sit through a lengthy sales pitch were broken, I lost my faith in the company.
Of course, it was my choice in the first place to let them in, so I take full responsibility for my part in what happened.
Great post! You had me hooked with your story (and excellent story-telling abilities!) and brought some valuable insights and lessons to learn from.
Thanks for the great read!
Great post! You had me hooked with your story (and excellent story-telling abilities!) and brought some valuable insights and lessons to learn from.
Thanks for the great read!
Thanks so much, Melissa.
Thanks so much, Melissa.
The problem with many types of salespeople is they focus on the features rather than the benefits. Most of us would pay for something that will make our lives better, but salespeople tend to get too bogged down in the features (such as what type of machine they’ll use.)
The problem with many types of salespeople is they focus on the features rather than the benefits. Most of us would pay for something that will make our lives better, but salespeople tend to get too bogged down in the features (such as what type of machine they’ll use.)
That’s true, Stephanie. I thought the Kirby-ites did a good job of demonstrating both the features and the benefits.
That’s true, Stephanie. I thought the Kirby-ites did a good job of demonstrating both the features and the benefits.
I was a financial planner for 22 years. Most of my appointments were referrals and I used the phone–a lot. I kept meticulous records because it was a numbers game. I knew how many phone calls I had to make to get an appointment. I knew how many appointments I had to complet to get a sale. I knew, on the average, what each sale was worth. I knew when I hung up the phone, regardless of whether it was a hang-up, not now, call me after the first of the year or whatever, what the call was worth. This kept me making calls. At one point I was getting burned out. I heard a preacher say one Sunday, “anyone can tell how many seeds are in an apple, but only God knows how many apples are in a seed.” I went home and cut open an apple, took a seed and taped to my telephone. Doing that increased everything. I was looking for the apples. I appreciate your blog and it’s a good reminder of everything I need to do as an author. It’s a whole ‘nother kind of selling, but your point on developing and researching a market are helpful. Thanks.
Blessings,
Tom Blubaugh, Author
Night of the Cossack
http://nightofthecossack.com
I was a financial planner for 22 years. Most of my appointments were referrals and I used the phone–a lot. I kept meticulous records because it was a numbers game. I knew how many phone calls I had to make to get an appointment. I knew how many appointments I had to complet to get a sale. I knew, on the average, what each sale was worth. I knew when I hung up the phone, regardless of whether it was a hang-up, not now, call me after the first of the year or whatever, what the call was worth. This kept me making calls. At one point I was getting burned out. I heard a preacher say one Sunday, “anyone can tell how many seeds are in an apple, but only God knows how many apples are in a seed.” I went home and cut open an apple, took a seed and taped to my telephone. Doing that increased everything. I was looking for the apples. I appreciate your blog and it’s a good reminder of everything I need to do as an author. It’s a whole ‘nother kind of selling, but your point on developing and researching a market are helpful. Thanks.
Blessings,
Tom Blubaugh, Author
Night of the Cossack
http://nightofthecossack.com
Thanks so much for sharing your thoughtful — and though-provoking comment, Tom.
Speaking from the perspective of a published author myself, I’ve learned that selling is not so different, no matter what niche you’re in. Market research is something many offers neglect to do. If you have the skills — and it sounds as if you do — your career as an author should flourish.
P.S. I think your comment has great blog potential. Interesting in fleshing out your thoughts a bit more and submitting them as a guest post for Blogging Bistro?
Thanks so much for sharing your thoughtful — and though-provoking comment, Tom.
Speaking from the perspective of a published author myself, I’ve learned that selling is not so different, no matter what niche you’re in. Market research is something many offers neglect to do. If you have the skills — and it sounds as if you do — your career as an author should flourish.
P.S. I think your comment has great blog potential. Interesting in fleshing out your thoughts a bit more and submitting them as a guest post for Blogging Bistro?
I meant to say that AUTHORS neglect to do market research. I am typing this while standing up, scrunched over my keyboard, because my husband and son stole my computer chair!
I meant to say that AUTHORS neglect to do market research. I am typing this while standing up, scrunched over my keyboard, because my husband and son stole my computer chair!
Well, I’m glad to hear they did demonstrate the benefits. 🙂
Well, I’m glad to hear they did demonstrate the benefits. 🙂
I learned to never buy from the door to door sales men! I had a Kirby college kid in my home trying to sell me a Kirby for $2k! I googled new Kirby Sentria and found it for sale online at GoVacuum.com for just over $1k! Lesson learned- Shop online!
I learned to never buy from the door to door sales men! I had a Kirby college kid in my home trying to sell me a Kirby for $2k! I googled new Kirby Sentria and found it for sale online at GoVacuum.com for just over $1k! Lesson learned- Shop online!
The tighty-whities line was hilarious. Poor salesman! I’ve been the subject of a couple of Cutco Knives presentations. I’ve made purchases both times and regretted it (“Really? I just spent $65 on a cheese knife?”). However, they are hard to resist. Cutco reps are usually high school or college students, earnest, and friends or friends of friends, which plays on the emotions. They, too, carefully clean and wrap their demo products when the put them away. One tactic they use that I hate is they ask for a list of friends, with phone numbers, who might be interested in the product. I’ve been able to resist that request, so far. However, they DO believe in their product. They are passionate, use the product themselves, and do a good job demonstrating their wares. Takeaway? When I pitch a project (hopefully face-to-face), I need to make sure I’m passionate and enthusiastic, believe in myself and my work, and be ready with a polished presentation (both verbal and written).
The tighty-whities line was hilarious. Poor salesman! I’ve been the subject of a couple of Cutco Knives presentations. I’ve made purchases both times and regretted it (“Really? I just spent $65 on a cheese knife?”). However, they are hard to resist. Cutco reps are usually high school or college students, earnest, and friends or friends of friends, which plays on the emotions. They, too, carefully clean and wrap their demo products when the put them away. One tactic they use that I hate is they ask for a list of friends, with phone numbers, who might be interested in the product. I’ve been able to resist that request, so far. However, they DO believe in their product. They are passionate, use the product themselves, and do a good job demonstrating their wares. Takeaway? When I pitch a project (hopefully face-to-face), I need to make sure I’m passionate and enthusiastic, believe in myself and my work, and be ready with a polished presentation (both verbal and written).
Excellent point, Susy. I’ll buy anything you have to sell!
I am laughing so hard about the $56 cheese knife. Now that my son is in culinary school, knives are his bread and butter (I think there’s a pun in there somewhere). Knives are his textbook. We spent a great deal of time shopping for the perfect, chef-quality knives and those babies aren’t cheap. (Hint: Go to the Calphalon Kitchen Outlet store or Le Creuset outlet store for excellent prices on high-quality knives).
And the tighty-whities? I thought it might have been just me that noticed, but after the guys left, my hubby said, “I would have trusted that salesman more if he’d remembered to zip his fly.” His undies were not just showing, they were literally waving in the breeze like a little flag. I surrender!
Excellent point, Susy. I’ll buy anything you have to sell!
I am laughing so hard about the $56 cheese knife. Now that my son is in culinary school, knives are his bread and butter (I think there’s a pun in there somewhere). Knives are his textbook. We spent a great deal of time shopping for the perfect, chef-quality knives and those babies aren’t cheap. (Hint: Go to the Calphalon Kitchen Outlet store or Le Creuset outlet store for excellent prices on high-quality knives).
And the tighty-whities? I thought it might have been just me that noticed, but after the guys left, my hubby said, “I would have trusted that salesman more if he’d remembered to zip his fly.” His undies were not just showing, they were literally waving in the breeze like a little flag. I surrender!
Ouch, Jeff! But that’s a good point, Direct sales thrives on convincing us to buy, right now. No time to think or comparison shop.
My dad owns a Kirby and he’ll loan it to me if I ask — he may even sell it to me cheap!
Ouch, Jeff! But that’s a good point, Direct sales thrives on convincing us to buy, right now. No time to think or comparison shop.
My dad owns a Kirby and he’ll loan it to me if I ask — he may even sell it to me cheap!
My experience with Kirby was pretty much identical.. witha few minor differences. Ours stayed 3.5 hours and I allowed my 26 year old son and his girlfriend to face the money sucking salesmen (and yes, there were three! ) At any rate, we did not buy. I hid in my room and literally escaped out the window to rescue my son from their grasp. My mistake was NOT in underestimating the tactics of the salesmen, but in OVER-estimating my son’s ability to deal with them. No, no one signed. We had no intention–ever–of signing. I just wanted my carpet cleaned for free like he promised. And no, it was not cleaned! Part of it was, a bit more than 2 square feet, but not close to all of the room. We even had the furniture moved and throw carpets up off the floor before they arrived (earlier than they said. We denied them access to bedrooms etc and they vacuumed some pillow pets! THat was hilarious–the girlfriend offerred them pillow pets when they asked for our pillows! BTW: I was listening in to a lot of it and texting and facebook instant messaging my son during the entire 3 hours. He actually helped me escape out my bedroom window and “arrive” home so I could rescue him. I am still laughing. There were more “capers” but you get the gist. Oh, BTW: They left two of their PLASTIC wands at the house. THey have now been sitting outside our front door ready for pick-up for 4 plus days. No, I am not calling them. In a few days, I will sell them on craigslist! I think I had the last laugh. It was quite entertaining listening to all their sales tactics. They must think people are dumb–oh, wait, some really are! What made them depart finall?. My arrival, lack of eye contact, refusal to engage with them, my comments about how dirty the carpet still was, and my declaration that we were replacing all carpets with laminate or hardwood…(his reply that people with those floors use the Kirby too had a comeback from me too!) Enough said. If you love carpet andf you need a shampooer, you could purchase one for FAR LESS–even a Kirby. Yes, they wanted over 3,100 for it! YIKES!
My experience with Kirby was pretty much identical.. witha few minor differences. Ours stayed 3.5 hours and I allowed my 26 year old son and his girlfriend to face the money sucking salesmen (and yes, there were three! ) At any rate, we did not buy. I hid in my room and literally escaped out the window to rescue my son from their grasp. My mistake was NOT in underestimating the tactics of the salesmen, but in OVER-estimating my son’s ability to deal with them. No, no one signed. We had no intention–ever–of signing. I just wanted my carpet cleaned for free like he promised. And no, it was not cleaned! Part of it was, a bit more than 2 square feet, but not close to all of the room. We even had the furniture moved and throw carpets up off the floor before they arrived (earlier than they said. We denied them access to bedrooms etc and they vacuumed some pillow pets! THat was hilarious–the girlfriend offerred them pillow pets when they asked for our pillows! BTW: I was listening in to a lot of it and texting and facebook instant messaging my son during the entire 3 hours. He actually helped me escape out my bedroom window and “arrive” home so I could rescue him. I am still laughing. There were more “capers” but you get the gist. Oh, BTW: They left two of their PLASTIC wands at the house. THey have now been sitting outside our front door ready for pick-up for 4 plus days. No, I am not calling them. In a few days, I will sell them on craigslist! I think I had the last laugh. It was quite entertaining listening to all their sales tactics. They must think people are dumb–oh, wait, some really are! What made them depart finall?. My arrival, lack of eye contact, refusal to engage with them, my comments about how dirty the carpet still was, and my declaration that we were replacing all carpets with laminate or hardwood…(his reply that people with those floors use the Kirby too had a comeback from me too!) Enough said. If you love carpet andf you need a shampooer, you could purchase one for FAR LESS–even a Kirby. Yes, they wanted over 3,100 for it! YIKES!
Oh, I forgot to say, that he/they lied about provable facts such as thatwe could purchase a Kirby for much less on the internet. Withing 10 minutes of their arrival, as he sat there with them, my son had googled the Kirby.. I did the same from my room. We knew instantly about the Kirby and its availability reviews etc. You know, in this high-tech world, door-to-door salesmen should tread lightly before being caught by their own lies.
Oh, I forgot to say, that he/they lied about provable facts such as thatwe could purchase a Kirby for much less on the internet. Withing 10 minutes of their arrival, as he sat there with them, my son had googled the Kirby.. I did the same from my room. We knew instantly about the Kirby and its availability reviews etc. You know, in this high-tech world, door-to-door salesmen should tread lightly before being caught by their own lies.
I got you beat! The kirby guy was at my house last night for 4 hours!! It was unreal. I told this man at least 10 times I wasn’t buying a vacuum, he gave me “its more then just a vacuum, you’ll see” Amazingly the price that was originally 2300 was down to 1100 before he left my house. I will say I did end up with a very clean living room
I got you beat! The kirby guy was at my house last night for 4 hours!! It was unreal. I told this man at least 10 times I wasn’t buying a vacuum, he gave me “its more then just a vacuum, you’ll see” Amazingly the price that was originally 2300 was down to 1100 before he left my house. I will say I did end up with a very clean living room
Mike – Congrats on your clean living room (even though it did take 4 hours and 10 pitches to get there).
Mike – Congrats on your clean living room (even though it did take 4 hours and 10 pitches to get there).
HAHA, this is great..my brother used to sell Kirby’s! My parents bought one. That job lasted about 7 days. Thanks for sharing this, we are going to link to it from our blog also.
HAHA, this is great..my brother used to sell Kirby’s! My parents bought one. That job lasted about 7 days. Thanks for sharing this, we are going to link to it from our blog also.
Lol I love the story’s and more power to all of you because I actually sell Kirby’s door to door. I’ve been selling them since July 11, 2012 and I just sold my 194th about an hour ago. I got it for 1800+tax on a credit card. You are right abot being able to get them for 1200 from amazon, but they don’t come with the factory warranty and although they are known for lasting “forever”, they are still mass produced and man made. The lemon law applies for this machine just like cars and so the warranty truly is a necessity but I’m not trying to sell you guys on a sweep, when it comes to sales I believe the same basic ‘musts’ are essential. Sellin sweeps door to door has to be the hardest sales job in the world so I feel like my advice might be worth listening to. Sales is a number game, the more effort you apply PERSISTENTLY, the more success you will have. If you are selling a product that’s worth obtaining, let it sell itself and just focus on building a friend and selling yourself. If you are selling something you don’t truly believe in…sell something else. Be honest and upfront with potential customers. But the two most important factors to selling your product are.. Listen to your customer, they will tell you how to sell them, and narrow down the possible objections they may have to why they will not buy from you and handle every objection proactively instead of reactively, which means cover objections before they come out. For example with Kirby’s, my objections are..think about it, not a priority, not in the market, my spouse has to be here to make a decision, and affordability. I cover every objection before they say them in a friendly way with a smile because that way I am not considered high pressure for steady rebuddles
Lol I love the story’s and more power to all of you because I actually sell Kirby’s door to door. I’ve been selling them since July 11, 2012 and I just sold my 194th about an hour ago. I got it for 1800+tax on a credit card. You are right abot being able to get them for 1200 from amazon, but they don’t come with the factory warranty and although they are known for lasting “forever”, they are still mass produced and man made. The lemon law applies for this machine just like cars and so the warranty truly is a necessity but I’m not trying to sell you guys on a sweep, when it comes to sales I believe the same basic ‘musts’ are essential. Sellin sweeps door to door has to be the hardest sales job in the world so I feel like my advice might be worth listening to. Sales is a number game, the more effort you apply PERSISTENTLY, the more success you will have. If you are selling a product that’s worth obtaining, let it sell itself and just focus on building a friend and selling yourself. If you are selling something you don’t truly believe in…sell something else. Be honest and upfront with potential customers. But the two most important factors to selling your product are.. Listen to your customer, they will tell you how to sell them, and narrow down the possible objections they may have to why they will not buy from you and handle every objection proactively instead of reactively, which means cover objections before they come out. For example with Kirby’s, my objections are..think about it, not a priority, not in the market, my spouse has to be here to make a decision, and affordability. I cover every objection before they say them in a friendly way with a smile because that way I am not considered high pressure for steady rebuddles
Watch the “secret to success” video in YouTube, it will help the way you think! And u can sell just using Transfer of Emotion. If you are excited about your product, they get excited about your product too. Stay positive, you can’t sell everyone! Learn how to speak with a smile all the time and eye to eye contact is a MUST! Handshakes are a MUST upon meeting someone and committing them. Appearance is everything, dress for your line of work. Set goals and visualize yourself accomplishing them, if you truly do that you will dream about your job, and you will succeed, sales is all mental. Be confident!!!! But not cocky. Don’t Kirby bash me guys, please:) because I’ll come sell your spouse a sweep while you’re at work. JUST KIDDING!!!;)
Watch the “secret to success” video in YouTube, it will help the way you think! And u can sell just using Transfer of Emotion. If you are excited about your product, they get excited about your product too. Stay positive, you can’t sell everyone! Learn how to speak with a smile all the time and eye to eye contact is a MUST! Handshakes are a MUST upon meeting someone and committing them. Appearance is everything, dress for your line of work. Set goals and visualize yourself accomplishing them, if you truly do that you will dream about your job, and you will succeed, sales is all mental. Be confident!!!! But not cocky. Don’t Kirby bash me guys, please:) because I’ll come sell your spouse a sweep while you’re at work. JUST KIDDING!!!;)
Oh yeah, assuming the sale really does work!!!!! If you convince yourself they are going to buy, they just buy it. I don’t know why, but it works!!!
Oh yeah, assuming the sale really does work!!!!! If you convince yourself they are going to buy, they just buy it. I don’t know why, but it works!!!
I just bought a Kirby from the salesmen. My son is a salesman and I am in sales. I used reverse sales tactics; did the takeaway on the salesman. I acted interested, but not for their price. I continued to say that that payment won’t work. I finally told them the maximum I would pay per month. I was able to get the vacuum for the online price, but with the lifetime warrenty and the optional accessories. My mom had a Kirby and I know the quality of the vacuum and we were in the market for a new one. As I told my hubby the story he began grinning from ear to ear.
I just bought a Kirby from the salesmen. My son is a salesman and I am in sales. I used reverse sales tactics; did the takeaway on the salesman. I acted interested, but not for their price. I continued to say that that payment won’t work. I finally told them the maximum I would pay per month. I was able to get the vacuum for the online price, but with the lifetime warrenty and the optional accessories. My mom had a Kirby and I know the quality of the vacuum and we were in the market for a new one. As I told my hubby the story he began grinning from ear to ear.
Or how about a simple NO!! Don’t even give me that “predict objections before hand”! While it is fine to discuss these, if a customer says NO and several times, BACK THE F*** OFF!!
I am sure you sold many to customers who were pressured. Old people that just need their rest when you don’t get out. Or people that tell you they can’t afford it and push it even if it could tighten their already tight pocket jeopordizing their welfare…
Pretty sure you have to be heartless for this job in order not to feel guilty about the sham! Pushing sales=good. Pressuring sales=bad. There is a fine line!
Or how about a simple NO!! Don’t even give me that “predict objections before hand”! While it is fine to discuss these, if a customer says NO and several times, BACK THE F*** OFF!!
I am sure you sold many to customers who were pressured. Old people that just need their rest when you don’t get out. Or people that tell you they can’t afford it and push it even if it could tighten their already tight pocket jeopordizing their welfare…
Pretty sure you have to be heartless for this job in order not to feel guilty about the sham! Pushing sales=good. Pressuring sales=bad. There is a fine line!
I too am a Kirby Salesman and have been for over 5 years now. I disagree with your assessment of only being able to sell to pressured customers or old people…. I actually prefer an age range between 30-55. I am also up front about everything because i fully believe in what i am selling. You have obviously had a bad experience with a salesman…remember that there are two people that contribute there. As for Carol Campbell….sweetie you are the type of customer i love. You think you can get free stuff and use your relatives because you are too afraid to face them yourself…so you crawl out your own window? LOL…. Not every house is a sale…but man some people give us a lot to tell their neighbor’s about! I have stories like yours i can tell for years to come…that’s better than money sometimes. Btw…there are only two people that don’t buy when i walk in…..One is someone who genuinely can not afford my bottom dollar, the other is a pig….can’t sell soap to a pig.
I too am a Kirby Salesman and have been for over 5 years now. I disagree with your assessment of only being able to sell to pressured customers or old people…. I actually prefer an age range between 30-55. I am also up front about everything because i fully believe in what i am selling. You have obviously had a bad experience with a salesman…remember that there are two people that contribute there. As for Carol Campbell….sweetie you are the type of customer i love. You think you can get free stuff and use your relatives because you are too afraid to face them yourself…so you crawl out your own window? LOL…. Not every house is a sale…but man some people give us a lot to tell their neighbor’s about! I have stories like yours i can tell for years to come…that’s better than money sometimes. Btw…there are only two people that don’t buy when i walk in…..One is someone who genuinely can not afford my bottom dollar, the other is a pig….can’t sell soap to a pig.