After spending 35 years in this business and personally visiting over 16,000 homes, the most common phrase I hear at the end of sales presentations is, "I need to think about it." In this guide on in-home sales objection handling, we’ll explore the two main reasons customers say this and how to respond effectively. Understanding these reasons will help you turn a potential "no" into a "yes."

One of the most effective techniques for home improvement sales closing is mastering the use of silence. Silence is the only type of pressure a professional salesperson should apply. However, for new salespeople or those unfamiliar with it, silence can feel awkward for both you and the customer. Despite this discomfort, it’s a powerful tool, as customers often fill the silence by talking, which can reveal valuable insights or objections.

One of the key reasons some people excel in commission sales is their strong desire to succeed. In commission-based sales training, we emphasize that success often comes down to how much you want it. If you’re willing to put in the effort and pay the price upfront, you can achieve anything you set your mind to.

Here are some tips on selling home improvements when one person wants it more than the other. The most common scenario in home improvement sales or in-home sales is that you're dealing with two people, usually a husband and wife. I don't want to sound like I'm stereotyping, but this is the most typical scenario.

In commission sales training, we highlight opportunities where you don’t need a college degree or prior experience to succeed. This is a career where people of any age or gender can earn $150,000 to $200,000 annually—and top performers can achieve even more. Best of all, the job is genuinely fun! You’re not confined to an office; instead, you meet new people every day, see how they live, and explore different areas and cities—all without a supervisor constantly watching or micromanaging you.

To me, commission sales is one of the best types of sales jobs to take. The biggest reason is that they are generally the highest paying jobs. The simple answer is like life: higher risk means higher rewards. Many jobs selling in-home, like selling home improvements, are generally 100% commission-based. This includes selling windows, roofs, bathrooms, kitchens, floors, HVAC, siding, and everything in between, like gutter guards and window blinds.

One of the most effective words in sales is "why." This simple word can reinforce commitments, amplify buying statements, and even help you close deals. When used strategically, it can make a significant difference in your success. Below, we'll cover how "why" enhances various stages of home improvement sales techniques.

When it comes to closing sales, it’s not just about the final moment. Many salespeople ask, "How can I become a better closer?" But the reality is, closing becomes easier when the customer genuinely wants the product. In fact, the more they want it, the less you need to rely on closing techniques.

Success in home improvement sales tracking requires a structured approach, and here’s a proven plan you can follow to achieve consistent results.

When you visit a home and encounter people other than the primary customer, it’s essential to adapt your approach. Here are some valuable tips for overcoming sales objections when dealing with input from multiple individuals.

Closing a sale tips for when the customer says they need to get 3 estimates before they will buy.

improving sales performance in home improvements means Taking Responsibility. A lot of people think they understand but really don't know how to use this to their advantage to lead a better life and have a better attitude.

In-home sales in fun because everyday is different. Selling to non english speakers can be done with a translator. Or English is not their primary language and they are speaking to each other in a different language while you are presenting. Here's some tips on things that have helped me.

The key to closing is to be able to isolate the sales objection to value or affordability. We will discuss the reasoning behind that and something that a lot of people miss when they do this.

When selling home improvements or conducting in-home sales, one of the most common challenges is hearing, "I need to get three estimates," or "I never buy anything without getting three estimates." Here are some closing a sale tips to help you navigate this objection effectively and move the conversation toward a successful close.

In selling features and benefits home improvement sales, it’s crucial to understand the distinction: features describe what a product is, while benefits explain what it means to the customer. Most importantly, features don’t sell—benefits do.

One of the most essential home improvement sales closing techniques you need to master in a one-call close, or in most sales situations, is how to confidently ask for the order.

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One of the key qualities that all successful home improvement salespeople—and successful people in general—possess is a commitment to self-improvement. They are always striving to get better. Tony Robbins calls this CANI: Constant and Never-Ending Improvement. This concept, known as Kaizen in Japanese, is embraced by successful companies worldwide. By applying this approach, I’ve been able to make more money in home improvement sales, turning my journey from struggling to thriving. Self-improvement is truly the key to success.