houston: In a slump? 2 ways to energize your daily routine!
- 06/22/11 10:55 AM
In a slump? 2 ways to energize your daily routine. The most seasoned sales professionals will occasionally deal with slumps. They happen for a number of reasons, but the most important part is finding a way out! Here are two ways to focus your efforts and get back on track: Become the early bird. Granted, you may have entered a slump because you are feeling burnt out, but there is a clear difference between working hard and working smart. One way to working smarter could be to get into the office an hour earlier to organize your day, establish your goals … (3 comments)
houston: A shoeshine and a smile are never out of date
- 06/21/11 02:04 AM
A shoeshine and a smile are never out of date Styles change, and your shoes may not be the kind that should shine, but if they are, they should. That is a part of the packaging of the product and service you sell. The smile is a universal component of all sales. Get good at it and you will earn a good living as a result. People like to do business with people they like, and having a sunny countenance makes people like you. Few people like a sourpuss. Given the choice of being happy or sad, why not smile on … (5 comments)
houston: What is the objective for the next call? Be one step ahead!
- 06/15/11 05:13 AM
What is the objective for the next call? Be one step ahead! The sales cycle often takes several calls or a number of steps. Don't be afraid to skip to the close whenever it seems like a good idea to do so, but when you do get agreement on phase one, be sure you plan what your next move should be. Write it down so that you don't have to try to remember exactly where things were left hanging. (Folks this is value proposition #1 on call reports and call logs) Who said yes? Whom else do you need agreement from? … (0 comments)
houston: Know thy enemies as thee know thyself
- 06/09/11 03:58 AM
Know thy enemies as thee know thyself How do you go above and beyond to really know your competitors and develop strategies for winning more business?
Your customers are a great resource. It is extremely likely that many of your customers know more about your competition than you do. That is because they have likely conducted business with our competitors in the past. They may be intentionally doing a split of business for fear of putting all of their eggs in one basket. You can learn from their experience by scheduling a routine meeting with them. In the course of … (2 comments)
houston: Keep your car ready for inspection - Clear Lake Texas Sales Tips
- 06/09/11 02:28 AM
Keep your car ready for inspection. Or as the artillery unit of the U.S. Army says: "If it don't shine, it won't shoot." ** For a couple of you, you will likely fondly remember the "spot car inspections" way back when! :0) Each new finance trainee at United Parcel Services must look at the cost of washing their trucks each day and say that considerable savings could be gained by washing the fleet every other day. They miss the point that being bright and shiny every day is part of the esprit de corps of an effective business enterprise. Everyone … (3 comments)
houston: A Sale Is Not A Sale Until It Is Opened, Closed and Paid For!
- 06/09/11 02:19 AM
A Sale Is Not A Sale Until It Is Opened, Closed and Paid For! Have you ever walked away from a meeting or presentation with a great feeling and a commitment to do future business (my next deal is yours!), but you felt that something was not quite right? Maybe the presentation went too smoothly, or closing the deal was just a tad too easy? You shoot an email off to your broker or sales manager "we've got Jane Smith as a client!". Three weeks later you hear back from the broker "how did it go with Jane Smith?" And you realize … (0 comments)
Not to be paranoid, but things change, and if you are not in favor of big surprises, it is best to test all major waters on a regular basis. There might be some good surprises waiting to be discovered. If you don't get to them in a timely fashion, perhaps somebody else will. If it's good news-wonderful. If it's bad news, the sooner you know, the better, and better you know first before everyone else knows the sky is falling.
It may be as simple as confirming appointments or checking by phone to … (1 comments)
houston: Impatience is a virtue- Push a little harder
- 06/06/11 01:57 AM
Impatience is a virtue. Push a little harder. No one likes to be pushed, so we all try to be gentle with our prospects and customers. Unfortunately, that's really not good for them-or for us. We are paid to help them move forward (with our product or service). We have to move the question. We have to do it politely, but persistently. We must do it with a smile, but we must keep the sales process moving. "Give me a call when you are ready," or "Let me just leave some information for you," are not acceptable sales sentences. We are … (5 comments)
houston: A new perspective on winning... and losing
- 04/26/11 10:58 AM
A new perspective on winning... and losing. Simon has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming in first. Simon also HATES to lose, and some of his autistic symptoms manifest themselves when he can't claim, "I WON!" or even, "I DID IT!" You know how kids are. They'll yell, "Race you to the tree!" when they're already half way there, and in full stride. When they reach the tree they triumphantly scream, "I WIN! I WIN!" without regard for how they won. Simon is the epitome of that scenario. Simon is eight years old. … (0 comments)
houston: BUSINESS TIP OF THE WEEK...
- 04/19/11 07:51 AM
BUSINESS TIP OF THE WEEK... Two of the most powerful words in business are "thank you." Let your customers and employees know how much you appreciate them. Say "thank you" often. Even better, write them a note--not an email, text or Tweet, but an old-fashioned, hand-written, personal note!
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the prospect to show you what they most want. Then you … (1 comments)
Sales is fun when you are in control and closing deals. Selling is miserable when you are under pressure to close business.
Take the pressure off yourself to close and instead focus on qualifying and motivating your prospects.
KEY TIP: Shift the responsibility back to the prospect to solve his own problems, and the pressure to make the sale will be gone. Focus on selling at your best only to qualified prospects and you'll close more and have fun doing it. # 8: Bonus Sales Tip … (1 comments)
Let's face it, a lot of business presentations are really boring. Salespeople talk about why their product is great, why their company is great, and the history of their company. Prospects don't relate to this. That's why they look so bored.
Great presentations get the prospect's imagination involved. The best way to involve the imagination is through storytelling. Stories rich in descriptive detail get the prospect picturing them using your product and evoke that "I Gotta Have That" reaction.
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.
To qualify fast you must have a set of criteria describing who you will … (4 comments)
It seems every now and then a new technology comes along and gets everyone in real estate excited. Right now that technology is QR Codes. The problem I have is that while everyone and their brother is telling you that you need to be using QR codes, very few resources are specifically showing you the best ways to use QR codes for real estate. It is actually why we exist, innovation is rewarded, execution is worshiped. Just like with Facebook, Twitter, Blogging, Mobile, Video and any other buzz worthy … (8 comments)
houston: 10 Better Ways To Build Rapport! #8
- 03/30/11 07:48 AM
10 Better Ways To Build Rapport! 8. If you are going to "mirror" someone, don't just mirror their body language. Mirror the jargon they use. Mirror their sensory language. Example "I hear you" "I see what you mean" "I feel like this..." You can even mirror the way they structure their emails etc but that's a discussion for another day. … (4 comments)
7. Strategic Use Of Silence: People have a nervous need to fill silence. Make sure it isn't you. In fact, place some well thought out silence in after they respond. Just don't wait too long, or they will pat your head and think you are your industry's answer to Forrest Gump. … (1 comments)
houston: 10 Better Ways To Build Rapport! #6
- 03/29/11 07:42 AM
10 Better Ways To Build Rapport! #6 6. Facilitate The Meeting. When you facilitate a meeting you don't just stop at the first answer they give you. You ask continuation questions like "How so?" "What happened then?" and "Tell me more." Ask if someone has a different spin, get conflicting opinions out there, get everyone's emotions going. A Note About Inclusion: Don't assume that the least vocal from their team has the least power. Might be soft spoken but a behind the scenes ass kicker. Make sure you include them by asking for their thoughts. Yep, its that "everyone has a … (0 comments)
houston: 10 Better Ways To Build Rapport! #5
- 03/25/11 05:33 AM
10 Better Ways To Build Rapport! 5. Understand This At All Cost: They have a story and want to be heard so ... don't be so anxious to check off question #3 (to rush to #4) that you fail to listen. And by the way, show some freakin empathy dude. When someone tells you how they got screwed over by their vendor or they got reamed out by the boss because of the TPS reports ... that's your cue to care. So listening, caring and ... … (2 comments)
Real Estate News with a Value added punch Clear Lake Texas Real Estate
I think this is a good rule to live by!
"We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you."
~ Jeff Warner
In a slump? 2 ways to energize your daily routine.
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