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.

Having a prospective buyer who is relaxed and at ease is a distinctive advantage to any salesman or saleswoman. Sitting at the kitchen table with a cup of coffee or in armchairs in the den discussing the benefits your product provides is an environment conducive to making sales. A salesman’s success often depends on his ability to put his prospect at ease.

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 sales line includes bed coverings and one of your best selling items is a king quilt you might mention that, but add that the quality doesn’t compare to the hand-made example on her couch you’ve just complimented. She’ll appreciate your honesty and perhaps be open to some of your other offerings. If you make a friend you can well make a customer.

People often have pre-conceived notions regarding salesmen… Particularly the in-home variety. They may be considered as nothing more than ‘door to door peddlers out to make a fast buck’. This attitude, when met with friendliness, sincerity and honesty can disappear quickly.

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.

A new, significantly strong force directing peoples’ buying habits is the Internet. This method of purchase is easy. Convenient and can be accomplished right from home (but without the need for a visit from an in-home salesperson). Technology has caused things to come full-circle. Welcome to the new millennium!

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