sales coaching in westchester ny: YOU WILL BE MORE SUCCESSFUL AS A REAL ESTATE DOCTOR - 10/01/17 05:25 PM
 
What could I possibly mean by saying you need to be a real estate doctor? 
To answer that question just think about your last visit to your doctor.  Maybe you had a physical but maybe you had some ache or health issue.  So, for example, lets say you have a pain in your knee.
First our doctor does a thorough examination. She asks us questions such as, where does it hurt? How long has it hurt? She may then suggest some of the causes of such pain such as a torn tendon. Then she asks if you have experienced unusual activity that … (60 comments)

sales coaching in westchester ny: ADVISE DON'T SELL - 06/04/17 08:19 PM
In one recent survey people were asked to describe their feelings about sales.  Most of them were negative descriptions.  Words like pushy and swarmy were a few adjectives used.  Most if not all of us are in some form of sales but to be successful we need assist them in buying rather than selling to them.  Here some thoughts on doing that:
1. Don’t use a sales pitch but instead start a conversation.
When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific need that … (73 comments)

sales coaching in westchester ny: ARE YOU ASKING YOUR PROSPECTS THE RIGHT QUESTIONS? - 12/14/14 01:04 PM
Consumers and business customers are highly educated and knowledgeable about a product or service before they meet you.  They don't need a purveyor of information as much as they need an assistant buyer.  A skilled salesperson will help a prospect decide by asking the right questions.  Unfortunately, many salespeople start the sales process by asking a closing question.  For example, "What would it take for you to put in an offer in today?”
The salesperson wants the prospect to say yes. However, an experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer … (23 comments)

sales coaching in westchester ny: CREATE A BETTER BOTTOM LINE FOR YOUR WESTCHESTER NY BUSINESS - 09/11/14 10:48 AM
Would you like to Create a Better Bottom Line By Building on Outside Experience?
Are you are a business owner with vision for future growth?   If you have you have been in business for at least two years and had some wins but would like to pick up the pace, grow your business, remove roadblocks and work ON your business you may qualify for our Owners Forum starting this fall.
 
Join Grant Schneider, CBC, SPHR and Robert Levine, CRISC, CGEIT for a free intoduction to the program.
 
This two-hour session will cover:  
 
Power of bringing business … (14 comments)

sales coaching in westchester ny: LISTEN BEFORE YOU ANSWER THAT QUESTION - 08/24/14 09:51 PM
During your buying/selling process you want to connect with the other person.  You need to develop rapport by listening to what the other person is saying?  That makes sense but have you ever asked a saleperson a question about a product only to receive an answer that has nothing to do with the question you asked?  The salesperson was probably more interested in selling you something and really was not focused on your wants and needs. recently had a similar experience. 
I was interested in upgrading my smart phone so I spoke with a telecommunications salesperson here in Westchester County NY.  … (46 comments)

sales coaching in westchester ny: LEARN HOW TO BECOME A CENTER OF INFLUENCE - 08/10/14 10:54 PM
Recently the Zuhl Team wrote a great blog on Touching your Sphere of Influence.  I re blogged it because  I think that strategic alliances, power teams, and spheres of influence are very important to keeping your sales funnel full.   This blog explains how to become a center of influence.  I will share some of the ideas I have discussed with my Westchester County NY business owners about becoming a center of influence.
Why are we networking?
Networking is a great way to build your business. But just like your other business processes, you need to have a networking process. You should … (25 comments)

sales coaching in westchester ny: WHAT TYPE OF NETWORKING WORKS BEST FOR YOU? - 01/15/14 07:47 PM
I just returned from a meeting of small business owners who are members of The Business Council of Westchester.  We were discussing best practices and the subject became networking.  I would like to share some points that appeared to be a consensus among the group.
Sometimes we talk about where to network but not about how and why to network and what outcome we desire.  A networking strategy can help us widen our sphere of influence and even increase our own credibility.  It can be a lot more than to just search for a source of prospect referrals.  So here … (25 comments)

sales coaching in westchester ny: DON'T START YOUR SELLING PROCESS WITH A CLOSING QUESTION - 11/16/13 10:16 PM
When people are considering major sales purchases starting a sales process with a closing question is not the best approach.  That would work in a department store where someone is shopping for shirts and ties but not in the most important purchase a person makes--real estate.  For example, if you see a couple coming into your office looking at a picture of one of your showcase houses, a question such as, “What would it take get you into that home?", would not work for a number of reasons.  But let's talk about just one of those reasons.

An experienced salesperson will … (3 comments)

 
Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies)

Grant Schneider

Your Coach Helping You Create Successful Outcomes

Armonk, NY

More about me…

Performance Development Strategies

Address: 10 Anthony Court, Armonk, NY, 10504

Office: (914) 953-4458

Mobile: (914) 953-4458

Great Leaders create engaged employees who create and maintain loyal customers and successful and sustainable business outcomes. As leader of Performance Development Strategies I create successful business outcomes. Our organization helps executives and business owners solve their business issues by leveraging their greatest asset - their human capital. We create cutting edge leadership development through group workshops and individual coaching. I help businesses go from "good to great."


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