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Lenny Gray is an awesome author of D2D Millionaire, trainer and one of the industry's legend in Door to Door Sales. For more than two successful decades, he trained and worked with thousands of door knockers and recognizes the common denominator that most firstyear reps shared when knocking on doors the wrong way.

The young university boy, Lenny started selling pest control in '98 and while studying in the university, he managed to close 500 accounts his first year and added another 200 accounts in the next 2 years. The Door to Door Sales job is not a thing when he first started, since this an upcoming industry back then, the resources he had as a door knocker is limited to none. With Lenny's incredible understanding with customers' psychology when it comes to an unexpected offer from being knocked on their doors, he was hired as the VP of Sales of Eclipse and worked fulltime on creating sales training curriculums for new door knockers.

In 2003, he built his own Pest Control Company and upon running his business, he learned these two things that contributed to his successful firm that has been operating for more than half a decade now.

Be an expert. To ensure a continuously operating business, you have to be a pro in the niche you will choose to dive in. Give your time to understand the ins and outs of the industry that you want to be a part with. Having a big picture of how the business works and circulates will guarantee a win.

Work with people that know what you don't know. A successful business is like a puzzle, every piece is essential. Lenny knows he doesn't know everything and understands that in order to create a successful company every corner of it should have a right amount of attention. He hired people with different strengths to manage the overall operation of his empire and continuously strengthen its foundation after over a decade.

Why his book was created?

At the beginning of his career, Lenny put an effort to have an effective formula to consistently close deals with homeowners he knocked on. But with the progress of the industry and its booming presence, knowing how D2D sales should be done is easier compared in the 90s. At the same time, he still sees mistakes that kept from repeating since 20 years ago and this is where he felt a need for him to share his knowledge to a new breed of door knockers and redirect the wrong curves of knocking on doors.

The biggest mistakes of new sales rep

As a newbie in D2D sales job, making an error is not a sin but as per Lenny Gray, firstyear reps are committing mistakes just like reps from 20 years ago. Let's read what are the common errors you might have committed.

Lack of energy Reps are taught to focus on closing a deal and it turned out to a robotic approach that customer would decline in a heartbeat. Some new reps focus their mindset on hitting their numbers too much and forget to put a flavor in their interaction with homeowners.

Lenny doesn't consider himself as a life of the party, he is a guy that sits in the corner but this becomes the opposite when it comes to knocking on doors as he knows customers wants to be treated as a human. Remember that energy is very infectious!

No means NO Objections is always part of every sales conversation, this will surely stay in the pattern. But understand that the objections don't really say NO, be sure to address and acknowledge it and you'll surely break the pattern of your customer towards you as a door knocker.

Not creating a dialogue to customers Customers are different, their interest level also varies. Let them talk, this is where you will know who they are and learn their hot buttons. Be an expert they can trust, relate and work with. Your presentation doesn't need to be in order just like how you were taught in the training, be a human communicating with them.

Lenny was once called as Pied Piper by his colleagues when he used to sell pest controls because homes in the area needed pest controls all of the sudden... It is all about interaction as per Lenny.

You think you know everything With years Lenny trained and worked with new sales reps, he sees that some aren't open to new learning. You don't want to be the Mr. Know Everything because he doesn't exist. There will be things you don't know that he knows, and things you know that he doesn't know. Continues learning from someone is one of the secret sauce of successful people.

How to sell 1200 accounts

Being part of D2D sales world for over two decades, Lenny sees the rapid evolution of strategies from different door knockers to control the wheels on customers' mind. Some ineffective techniques from the past are still circulating to some door knockers and some salesmen creates innovative ways that play customers' emotions and mindset towards your pitch as a D2D sales guy.

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