What is the Doorknob Close?

Here’s a great example of one of the closing strategies that are used by home improvement salespeople all over the country.  When you’re inviting a salesperson into your home this is the kind of thing you may get.

Notice when you’re watching this video how many people are in the audience taking this stuff in.  I would bet you lunch that there are thousands of people across the country tonight pulling this move.

If someone does this to me does it mean he’s trying to rip me off?

Nope, but it does mean that he has the advantage in the interaction and it’s probably best if you get his best price and spend a couple days thinking it over.

If you want to place the order in a week he’ll take your business and if you decide it wasn’t the deal it was cracked up to be you may have saved a small fortune.

Have fun watching this one!

Have a question or comment, post it below.  You can also find our explanations of other common sales tactics and replacement window reviews here.  Want to get a quote from a reputable company?  Find our list of fantastic window companies here.

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4 thoughts on “What is the Doorknob Close?”

  1. I have never seen this video but I’ve had the tactic used on me once or twice before. Thankfully I am a heartless uncaring automaton and I could care less what he “felt” (also I strongly suspected it was a play act). So I have no problem simple repeating what I had already repeated several times earlier in the conversation. “We don’t make financial decisions of that magnitude without careful thought and time spent researching.” Period. End of line. No Exceptions. Have a nice day.

    None of those businesses have ever gotten my business. The best salesmen were the ones who showed up, told me about the product, showed me an example, answered my questions, and left when I said I had sufficient information to evaluate my options. The absolute BEST of the BEST salesmen were the ones who also answered my followup questions promptly and without further sales pitching.

    Thank you for posting this. I will be sharing with friends and family because this video is a fantastic example of what to look out for if you’ve never seen it before.

    p.s. If some sales guy ever said “I’ve spent more time here with you than with my family” he wouldn’t be allowed to finish speaking. Leave now. Get out. lol.

  2. Window dog,

    I just want to offer a different perspective then the perspective commonly said on your website.

    I believe myself an honest person, I never manipulate, never lie, and I would never do anything I deem unethical, but I have used similar techniques to this. If you can convince me that what I do is somehow wrong I’ll quit my job tomorrow.

    I’m a professional who considers my time valuable, and would you believe it there is people who considers a salesperson’s time worthless.

    Being an in home sales I go to some people’s houses for appointments set days in advance and confirmed that same day, just to be blown off nobody home or treated rudely to.

    Sometimes the husband or wife isn’t there, and I know you’ll disagree with me on this but after driving an hour there I find it disrespectful of my time. Certainly, if they are both involved in the decision they should both be there to go over different options and pricing.

    Now I don’t expect to be the right company for everyone, and I even tell people that. If they are not comfortable with everything they hear I’m not going any further with it.

    Making a decision on the spot (whether yes or no, either one I’m okay with) is the most productive use of everyone’s time. All of the information you need is readily available. You may tell me you’ll think it over, but I’ll tell you a little secret most people don’t think it over and in just a few days most of what I said is going be well forgotten.

    The competition who give you an estimate in less then fifteen minutes, the truth is they are going be about half the price and are absolutely going rip you off and if I didn’t show you all my company offers you wouldn’t know that.

    It doesn’t take much to become a contractor, a truck some tools and 250$ for the liscence and your in business. There is no exam, no background check, nothing.

    And would you know that over time you’ll pay more by going with the cheapest. Your not just going do it once and be done with it that is for sure.

    And when there is an issue, do you know how difficult it is to get ahold of a contractor and who does the contractor commonly blame, the manufacturer.

    Now this contractor I’m competition against isn’t going on appointment after appointment, if he wins your business he isn’t going be looking for anymore business until that job is done. So he has time to go back to your house if he needs to.

    Me on the other hand I have a full schedule of appointments and if I need to go back to your home a second time that is one less appointment I could run that means that it is costing me money and actually raising the price of the products and services I offer.

    Now if I tell someone as I’m leaving that I spent more time with them today then I did with my own family it is actually the truth, and if I offer them an incentive to make a decision as I’m leaving it means someone isn’t getting paid and it’s usually me. For all of the work it takes to get a sale if I offer a discount like that I’m making maybe 80$ on a 5,000$ sale. In other words I’m paying my gas. I consider it a big deal offering up my commission to earn your business.

    If you still say you need to think it over (which a no is actually more preferable then that, a no I’m happy with it means I’m not going waste anymore time) and if you call the company in a week and say you decided to go ahead with the project, I’m not coming back I don’t do callbacks. My boss on the other hand is probably going make me. My time doesn’t cost him anything. So at that point I would have already invested four hours (an hr drive each way, and a two hour demo) and now I need to invest another three hours ( an HR drive each way, plus an HR for paperwork) and then I need to drive to the office drop off the check and all the paperwork (half HR drive each way). Coming back to your house a second time literally cost me twice as much time for a heavily reduced commission and cost me the opportunity of another appointment where I could have made a sale at a normal commission.

    I can honestly say at that point I may be nice to you while doing the paperwork but if it was up to me I’d rather sooner have just forgotten about you and passed on the business.

    1. Hi Paul, thanks for writing in. I completely understand that customers can be rude or disrespectful sometimes. It happens to me too and it happens to everyone. I think they can get that way because other window sales people have been jerks to them so now they think everyone is a jerk and they’re going to treat you like a jerk. Certainly not an attitude I would recommend they take, but people do all sorts of things I wouldn’t recommend.

      I don’t think that means the pricing tricks are a good strategy. You don’t need to spend 2 hours driving back when they want to buy a week later. It’s 2020. They can get you the forms you need online. If you’re really spending more time with a window lead than your family and your potential commission is $80 I think your job sounds horrible.

      You’re not alone in thinking that the way you’ve been operating is the only way to be successful. It’s an attitude many people in your position share. I just don’t believe it. I think there’s a better way and it’s better for the customers too.

      Not trying to convince you of anything or make you quit your job. I just think there’s another perspective.

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