She'd been the top sales person in the office for a year, somehow managing to make sales even in the quiet periods. The new offer to give a 10% discount if you could sell at least three units in the same street had sent the sellers into a frenzy as the boss had promised a big commission bonus to whomever sold the most systems by the end of the month. Off they dashed while Megan sat quietly at her desk self-assuredly taking her time as she checked her designated area on-line. Cold calling was bad enough but with no information available, you were sure to get more byes than hi's.
Some time on Google maps and the Bureau of Statistics, using the last census data, gave her the edge. Incomes and disposable incomes, break-ins and crime and insurance claim rates and she was ready. Which streets had the most residential houses was all printed - no wasting time trying to sell in apartment blocks and the like for her. Some of the office guys thought it was a good idea, but she believed people in those places already feel there is safety in numbers and aren't going to hand over some serious money. Out to the car she went. Her sporty BMW was her reward for a year of good sales.
Strolling out of the building into the pleasant spring morning, she was ready. Her long slim legs took her clipping along the sidewalk in her high heels as she went around to the car park, eyes turned from everywhere to watch her go. Tall, perhaps 5' 9" but more in heels, slim but lovely firm C cups breasts under her silk blouse and her dark, knee length skirt with a split to her thigh that showed her stockings as she walked. Cat-walk model looks in business attire, her long blonde hair cascading over her shoulders and down her back, she was the picture of elegance that everyone admired.
Making her way through the traffic to her chosen suburban area, she contemplated the selling techniques she had used with the various types of people she had met in her many visits. Often just getting in the door was the biggest challenge and the right opening line meant summing up the person who opened that door within a split second. She was adept at this, her keen skills in observation enabled her to pick the details very quickly - wedding ring, clothing, grooming - and the appearance of the home and how well maintained it was all giving clues. How many cars usually parked in the drive shown by oil stains. All a clue to family size and ages. This helped the approach in selling security; when you could emphasize family safety, a parent always values that over their own.
Once inside that door, the décor told the story of every family - photos, furnishings, pets. All the features that told her what to say and how to go about it. She wasn't above flirting to get the sale but only when the partner was definitely out. It was almost a mantra: Never lose a sale by making someone jealous! But her looks made that difficult at times as some dowdy housewife saw what she may have lost years ago when they saw Megan. Still it is the job to sell and that means getting on the good side. Even the housewife can be swayed with a few well-chosen compliments about her home. Pride in house before self.
Thinking strategically, Megan chose her first street and drove up its length and back to get a feel for the area and individual houses. Which places already had security systems - cross off those numbers - and which to leave until later because so many people were about; and finally, which to make an early call. There was no just walking down the street like other sellers for her. You arrived like you were there for a personal appointment. Nobody wanted to buy the same item as every other person in the street and this bonus deal, while attractive, was a negative in this regard. Spotting her first destination, Megan pulled into the driveway and got out her attaché case, closed the car door and walked up the path.
Nicely appointed home with two storeys, well kept gardens and a couple of small bikes near the garage which was open and only one car. So, a couple of kids and a married couple with hubby at work and kids at school. Nobody leaves the garage open when they are all out. Up the path thinking she was probably about to meet a thirty something mum just doing the housework after getting the family off and out. She is ready for a break and a short sit down.
Knocking on the door there was some music playing inside as she waited; it softened. Only a few moments later the door opened. Score one for Megan. A quick perusal said it all: mid to late 30's, nice well-kept figure and pleasantly dressed in blouse and slacks and sandals, wedding ring on the finger and a big family portrait on the wall behind her of husband and two kids.
Big smile and, "Hiii. I am in the area visiting prospective clients for a special offer we have going at the moment." Don't make it sound too much like just another sales pitch - clients not customers. Let her ask!
"Oh, really ... what is it that you are selling," she responded after taking a look at Megan and deciding any distraction from going back to the housework is worth it.
"I am Megan from Be Safe Home Security. I'd like to show you our special offer for home alarm and monitoring systems. Do you already have one?" She knew the answer with the lack of hardware out the front, but she had to get this woman talking so she could get inside.
"Actually, no we don't. We have thought about it but ..."
Smiling and conciliatory, "I know, it is so overwhelming with so many on the market," Megan laughed a little as she spoke. "Perhaps you would let me show you our system and its features? Is your husband home? It's good to have both together."
"Oh no, he is at work," she sighed.
"Not to worry, I am sure you can tell him all about it later and decide then;" nothing like empowering her to deliver the final blow in the sales. It will be a done deal by then. "May I come in to go over the brochure?"
