call conversations: Don't Forget the Magic Word... - 07/21/08 01:46 PM
Over the past few weeks I have blogged about Phone Conversations and Sales.  Not just phone sales, but sales in general.  Some material could have even applied to many other careers today.  For more information about my previous blogs, go to MY BLOGS.
I can think of no better way to end a series on sales than by asking to go back to our childhood.  I believe one area our society has forgotten is the feature of common courtesy.  We say we understand that we are there to serve our customers -- but do we show that appreciation outwardly?
After a … (5 comments)

call conversations: Did you ever want a "do-over"? - 07/21/08 01:07 PM
Did you ever hang up the phone and say to yourself -- "I wish I had said ______" or "I should not have said _______". It is not unusual to want to start over when things do not go the way you would have liked.
Unfortunately, you don't get do-overs after phone calls or meetings in person.  You have to live with what you said the first time.  The only way to make it better is to make sure the first time goes better.  You do that by adjusting and practicing, practicing, and more practicing.
The key to great telephone sales or … (10 comments)

call conversations: Objections are part of the game... - 07/16/08 12:48 PM
Good evening.  I have been blogging about calls for the past 2 weeks and thought I'd touch a little on objections.  I will warn you that right now I blog about some pretty basic phone concepts that most of you know.  Over several months I have met with a lot of agents and find that sometimes they have missed focus on the basics.  So, I took it upon myself to write some blogs about it.  I'll move on to more helpful information to everyone as I continue writing.
Check out my past blogs here or subscribe to watch for upcoming blogs.
Objections … (7 comments)

call conversations: You can't win if you don't play... - 07/14/08 02:06 PM
Over the past few blogs I have written about calling your prospects, listening, and how to get them to do the talking.  If you have missed my previous blogs about this subject, I have attached the links below.
 
A Different Approach A Positive Attitude Control The Conversation What's On Your Mind? Ask For The Right To Ask What Can You Do For Them?  
There is also a point in the conversation in which you will need to ask the prospect to take an action of some kind.  You may want them to meet with you, meet with a loan … (16 comments)

call conversations: What can you do for THEM? - 07/11/08 10:13 AM
In previous blogs, I wrote about the importance of listening to your prospects and get them talking.  Below I have continued my thoughts on what was originally going to be 4 or 5 blogs but is now up to 6.  You can check out previous blogs by clicking here
The objective of questioning and listening to your prosecpt over the phone is to understand the needs of that prospect.  There will come a point in the conversation that you must state that you can or can't meet these needs.  Despite the fact that this brings to the point in the conversation that you … (2 comments)

call conversations: Ask for the right to ask... (part 5) - 07/08/08 10:57 AM
This is part 5 (so far) of my blog regarding Phone Sales.  If you have missed the previous blogs, please take a look at them here.
We have established that you must listen to be successful in selling over the phone.  In order to listen, you must get the caller to talk.  In order to get the caller to talk, you must ask questions.  But first, you must ask their permission to ask questions.  Remember, in our scenario, they called you to ask questions.
For example, the call may start like this:     I am calling about the listing you advertised on 22nd Street … (2 comments)

call conversations: Control the Conversation... - 07/03/08 07:20 AM
Good Afternoon.  I wanted to talk more about phone conversations and sales today.  I realize that most of your final sale is done in person, it is important to work the phone properly as well.
To succeed in selling over the phone, it is important to control the conversation.  The person in control is more likely to achieve their goals.  Unfortunately, most people try to control the conversation by talking -- this is a big mistake.
The preson who is controlling the conversation is typically listening.  The art of sales is actually the art of listening.  The person in control is actually … (1 comments)

call conversations: Control the Conversation... - 07/03/08 07:16 AM
Good Afternoon.  I wanted to talk more about phone conversations and sales today.  I realize that most of your final sale is done in person, it is important to work the phone properly as well.
To succeed in selling over the phone, it is important to control the conversation.  The person in control is more likely to achieve their goals.  Unfortunately, most people try to control the conversation by talking -- this is a big mistake.
The preson who is controlling the conversation is typically listening.  The art of sales is actually the art of listening.  The person in control is actually … (7 comments)

 
John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449   http://TexasLoanGuy.com)

John Cannata

Texas Home Mortgage - Purchase or Refinance

Frisco, TX

More about me…

214-728-0449 http://TexasLoanGuy.com

Address: 1515 Heritage Drive # 207, McKinney, TX, 75069

Office: (214) 728-0449

Mobile: (214) 728-0449

As a resident of Frisco Texas and a licensed Texas Home Mortgage Professional, it is my job to remove the stress out of financing or refinancing your home. I do this by providing ongoing updates, being available for questions, and ultimately delivering 'as promised' with not surprises. My goal is to become your consultant for life and for you to rely on me to assist your family and friends as well.
By TwitterButtons.com


Listings

Links

Archives

RSS 2.0 Feed for this blog