Door-to-door sales expert Lenny Gray shares his proven six-step sales system for home service businesses that works for even shy reps and maintains ethical standards. He breaks down why most sales teams fail before they start and how owners can build systems that produce consistent results without sacrificing margins or reputation.
• Most businesses fail at door-to-door by outsourcing to third parties or focusing on hiring before creating training systems
• Door-to-door sales should be viewed as a math equation - with consistent conversion rates if you follow a system
• The "three R's" approach: Results lead to Retention which enables Recruitment
• Developing an integrity-based sales approach is crucial for maintaining company reputation and customer retention
• Good door-to-door reps typically share traits like competitiveness, mental toughness, and commitment
• Training should include at least 8-12 hours before a rep knocks their first door
• Compensation models vary by industry but typically range around 50% for first-year contracts if managed in-house
• The six-step sales flow includes: initial approach, qualification, value building, closing, objection handling, and solidifying
• Getting ahead of common objections before customers voice them helps maintain control of the conversation
• For first-time programs, start small with 3-4 reps rather than attempting to scale too quickly
Visit LennyGray.com or D2DMillionaire.com to learn more about Lenny's books, training programs, and free consultation opportunities.
🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
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Tyler Martin, a fractional CFO for home services and the trades
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