Lenny Gray - Door-to-Door Millionaire: Secrets of Making the Sale (Door-to-Door Millionaire Series Book 1)

Door-to-Door Millionaire:
Secrets of Making the Sale

Lenny Gray

Copyright 2013 Lenny Gray
All rights reserved.

ISBN: 1-4820-6098-1
ISBN-13: 9781482060980
Library of Congress Control Number: 2013902025
CreateSpace Independent Publishing Platform
North Charleston, South Carolina

For more sales tips and techniques, visit my website:

www.LennyGray.com

Follow me on Twitter:

@LennyBGray

No one knows door-to-door sales like Lenny. His ability to sell and his ability to train others to sell is uncanny. His communication skills are second to none.

- McKay Bodily VP/CFO, Rove Pest Control, Inc. (Minnesota)

I worked with Lenny Gray for nearly a decade and the lessons I learned from him transcend door-to-door sales. Because of his mentorship in sales, I am a more effective communicator and a more persuasive advocate.

-Juan Godinez Attorney-at-Law (Japan)

I never thought Lenny training me as a door-to-door salesman would help me in my profession of building homes. Turns out reading body language and asking the right kinds of questions can help anyone in any industry.

- Michael Jarman Co-owner, Rainier Custom Homes (Washington)

Door-to-door sales taught me how to build relationships and solve issues within minutes of meeting someone. The lessons I learned from Lenny continue to help me every day, within and outside the office.

- Kristi Brewer (CPA) Senior Associate-Tax, PwC (California)

Lenny is a legend in the door-to-door sales industry. I have personally been trained by Lenny and his sales tactics will, without a doubt, increase your sales and make you a better sales rep.

- Tom Karren Partner, Vantage Marketing (Utah)

Lennys sales training not only led me to success on his door-to-door sales team, but I have been able to use his advice, strategy, and tactics to build my own successful digital marketing agency.

- Mike Ramsey Founder/President, Nifty-Marketing.com (Idaho)

I practice law and run political campaigns and Lennys training on speaking with new people is both the foundation of all of my courtroom presentations and also the base of what I teach campaign volunteers about direct voter contacting.

- Josh Findley Attorney-at-Law (Georgia)

Lennys training helped me to understand that being myself and helping others solve their problems would lead to success. Door-to-door work is difficult but very rewarding and I have used the lessons I learned with my young family. Problem solving and long days are a constant with growing toddlers!

- Hillary Handy Mother-of-Three (Idaho)

The sales training I received from Lenny has helped me in countless social situations outside of door-to-door sales. I feel that in my encounters with people, especially people I havent met before, I have greater confidence and an increased ability to have meaningful conversation.

- Dallin Bastian College Student (Utah)

Lenny can relate to anybodyhe taught me how to be genuine and not salesy. The skill-sets I gained from him have carried forward to my profession in public accounting.

- Chris Siddoway Audit Manager, Deloitte (California)

Lenny taught me more about overcoming peoples concerns in a few short months of selling door to door than I ever learned through years of business and law school.

- Brandon Ritchie Attorney-at-Law (Idaho)

Contents

Preface

Ice to Eskimos

Wendy P. was the kindest, most pleasant, and possibly most popular girl in school. Although our families lived nearby and we attended the same church, we werent always friends. Youve probably heard the saying that a talented salesperson could sell ice to Eskimos. Well, Wendy is Eskimo, and my best friend once told me that she was so far out of my league, I would have to be the best salesman ever to convince her to be my friend. He said that selling Wendy on my friendship would be as impressive as selling ice to Eskimos.

After selling pest control for three consecutive summers, Orkin Pest Controls primary marketing firm hired me to knock doors in several cities across the nation to determine whether these markets would be profitable locations for door-to-door sales teams.

On one occasion they sent me to Boise, Idahoyes, Boise, Idahoto sell annual pest control contracts. I didnt have high hopes for the market after the first person whose door I knocked said, Youre trying to sell me pest control? This has to be a joke. Why would I need a pest control service in Idaho?

Despite this persons attitude, I ended up selling a lot of accounts that week I spent in Boise. In fact, it was during this trip I realized that I wasnt just a good salesmanI was a great salesman.

I was there in September, and after enduring a hot and humid summer in the South, I was thoroughly enjoying Idahos cool fall evenings. One evening a man who had agreed to sign up for service invited me into his home. As I gathered his information and filled out the service agreement, he interrupted me and asked, How much do you get paid for each sale you make?

To which I responded with my typical comeback: Not enough!

This answer didnt satisfy him. He pressed. No. Really. How much do you make when you sell a contract?

Knowing he wasnt going away easy, I reluctantly told him, I make around one hundred dollars in commissions for each contract.

He then asked, What if I offered you a job that would pay at least three times as much as youre making now?

Knowing I was making great money, I couldnt imagine making three times as much. He certainly had my attention, so I asked, What exactly are you offering?

He said, Im in the business of Internet advertising. I sell advertisements for websites.

Keep in mind this experience took place in the early 2000s, when Internet advertising was just starting to gain momentum as a viable advertising option.

He continued, You could easily make around eighty thousand dollars a year!

As much as I appreciated the mans offer, I realized he had no idea what kind of money I was making selling pest control contracts. I politely refused and continued to fill out his service agreement.

My willingness to brush off his proposal had irritated him, and he proclaimed, You would have to be crazy to pass up on an offer like this.

I thanked him again for his offer but told him I was making good money and enjoyed what I was doing.

Not satisfied with my response, he asked, How much did you make last month selling pest control?

I really didnt want to tell him the truth. I didnt want to hurt his feelings or offend him in any way. After all, he was signing up for service, and I would be making commissions off of him! But I figured the only way to temper his persistence was to be completely honest with him, so I told him, Last month, I made over twenty-five thousand dollars.

Looking a bit stunned, like I had just spoken to him in a foreign language, the man seemed to be waiting for me to smile or hint that I was pulling his legbut I was dead serious.

He looked to the ground and muffled under his breath, No way in hell this guy made that much last month Then he signed the pest control agreement and sent me on my way.

As I was walking away from his house, I came to the realization that I was a great salesman. I had a gift for sales and was making a remarkable living doing so. From that point on, I believed that, no matter where I was knocking, I could sell anything door to door.