Does the phone ring during dinner? Often it’s a salesperson from, for example, a new energy contract. Stricter rules will apply to this from next year. Other regulations for door-to-door salespeople are also being considered. But how do you deal with them in the meantime?
If you unsuspectingly open the front door after someone rings the bell, it is often an unpleasant surprise if you find a salesperson there. Unless you need the product or service at that precise moment, the chances are that you are not waiting for that salesperson. Yet you probably find it difficult to reject someone directly.
“We quickly find that pathetic and annoying. Those people are just doing their job, maybe even for a good cause,” says etiquette expert Anne-Marie van Leggelo. So much is happening in the world that these salespeople can respond to, which makes it extra difficult to say ‘no’. The trick, according to her, is to do so by being friendly but clear, without leaving room for discussion.
Not only what you say plays a role, your body language is also important. “If you open the door completely, that is a sign of openness,” says Van Leggelo. A salesperson can interpret that as interest. The closer the door remains, the more difficult the sale, says marketing psychologist Kelly Heuts. This literally and figuratively indicates a boundary. “And preferably stand with your arms crossed in a closed position.”
Once you are in a conversation, it is smart to keep it as short as possible and not talk about yourself, Heuts tips. “This only creates hooks that the seller can respond to.” She also advises against physically accepting anything. “No folders, flyers or forms that you may have to hold, for example.”
Conversely, it can also help to delve deeper into the way these salespeople work, says influence psychologist Wendy Oude Veldhuis. Most people do not make decisions based on factual information. The majority of decisions are based on feeling, the past or other experiences.
Where salespeople previously tried to convince you with facts – “it’s cheaper”, “a mechanic will come by”, or “it will be neatly connected” – they now work differently, says Oude Veldhuis. Instead, they try to get you to say “yes” as much as possible. It starts with an innocent request or question such as “do you live in this beautiful house?” or “will you hold my pen for a moment?”.
After three times “yes”, the hope is that you will say that a fourth time as well. What can also happen: someone starts with a big request and then reduces it. You may not have fifteen minutes, but often two minutes. Usually you are inclined to give in. “The idea is that you have already unconsciously rejected someone and may therefore be more willing to make up for it.”
Don’t Let Anyone Make You Feel Guilty
Furthermore, people seem to be more likely to give in if the neighbors have already done so. And especially if the rest of the neighborhood has now joined. We are sensitive to that, Oude Veldhuis knows. “We want to belong somewhere. And if others are doing it, it must be good.”
According to her, it can help to be aware of the fact that you often make unconscious choices. If that is the case, you may also be quicker to recognize that a salesperson at the door is trying to tempt you into taking out certain subscriptions that you do not want or need at all.
Heuts emphasizes that salespeople often try to play on your emotions. “Don’t let anyone make you feel guilty.” She advises to be clear and not to use excuses such as “I don’t have time now”. “This indicates that you may be willing to listen at another time.”
Finally, don’t show any doubt, says Van Leggelo. As soon as salespeople notice that you are hesitating, they smell an opportunity. If you notice this happening, you can interrupt someone, she thinks. It is a matter of finding the right moment for that. Don’t cut someone off immediately, but don’t wait for the whole spiel. This can give the seller the idea that you are interested, while you only wanted to be polite. By intervening in time, you not only make it easier for yourself, but you also help the seller save time.