Scripts and objections.
A script read as a script gets the door closed. What follows is the structure underneath the good ones, and the answers to the six objections you will hear every day.
A door-to-door script is a structure, not a set of lines: who you are, why you are on this street specifically, and one question that is easy to answer. The objections are predictable enough to prepare for, and most of them are not objections at all. "Not interested" arrives before the person knows what they are declining.
Common questions
- Should I use a script word for word?
- Learn the structure, not the sentences. A memorised script is audible, and the moment a homeowner says something the script did not anticipate, a rep reciting one has nowhere to go.
- How do I handle "not interested"?
- Treat it as a reflex and not a decision, because it usually arrives before you have said what you do. One short, specific sentence about why you are on this street often restarts the conversation. Two does not.
- What do I say to "I need to talk to my spouse"?
- Find out whether it is true. Sometimes it is a real constraint and the right move is to book a time when both are there. Sometimes it is a polite exit, and pushing turns a soft no into a hard one.
- How long should a door pitch be?
- Short enough that the homeowner is still deciding whether to listen and has not started waiting for you to finish. The first three seconds decide whether the rest gets heard.
- How do I build rapport without sounding fake?
- Notice one true thing about the house or the street and say it plainly. Manufactured warmth reads instantly at a doorstep, where the other person is already deciding whether you are a problem.