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motivational: Never project your buying prejudices into the sales process - 06/24/11 01:42 PM
Never project your buying prejudices into the sales process.
The objection that you will tend to have the most difficulty answering successfully is that objection that is the most consistent with your own value system.
If you are a price buyer and your prospect objects to price you will tend to accept their objection. If you are the type of buyer who tends to think decisions over before making a purchase and your prospect says to you, "We need to think this over." Again, you will tend to go along with their objection as rational or making perfect sense (because that … (1 comments)
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motivational: The Ten Commandments of Great Customer Service - 11/30/10 09:52 AM
The Ten Commandments of Great Customer Service - Part 1 Know who is boss!
•1.) Know who is boss. You are in business to service our customers needs, and you can only do that if you know what it is our customers want. When you truly listen to our customers, they let you know that they want and how you can provide the service they expect. Never forget that the customer pays our salary and makes your job possible. Losing customers equates to staffing adjustments, not having enough revenue from customers to support the branch and remain profitable equates to … (0 comments)
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motivational: Attitude-tips in the workplace - 11/24/10 04:26 PM
Attitude-tips in the workplace
Learn active listening skills. Hearing is often mistakenly confused with listening. Hearing is simply a biological function, while listening is a learned skill. Superior customer service in our industry is dependent on effective listening. Excellent listening is highly influenced by a strong positive attitude. Remember that active listening also involves asking pertinent questions. This enhances the customer service contact by a) displaying that you have listened to the client closely, b) gives you the proper information to solve the problem or satisfy the request, and c) prevents you from "assuming" an issue that doesn't exist or … (2 comments)
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motivational: Don't Blow Smoke, Take Action - Tips For Success - 11/23/10 09:22 AM
Don't Blow Smoke, Take Action
All of the benefits of a great attitude could be wasted if you neglect to answer or solve the problem-. Even if you encounter a serious customer issue, your helpful, concerned attitude should diffuse most of the original anger and frustration. Your smile and active listening skills should give your customer the ability to explain their question or problem sufficiently. You should now take action to maximize the good will you have generated. While your attitude is crucial, it cannot answer questions or solve problems without your action. Depending on your position and authority, you may … (2 comments)
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motivational: Never Lose Your Passion! - 11/18/10 04:59 PM
Never Lose Your Passion!
Passion is the great equalizer. It can make up for a lack of experience and knowledge. I am not suggesting that you not develop your knowledge or experience - only that until you do, your passion will be interpreted by others as a strong belief in yourself, your mission and your purpose.
Passion is different from enthusiasm. The old outworn cliché says "Act enthusiastic and you will become enthusiastic." I have never subscribed to this philosophy. The reason is that if enthusiasm is an act which you use when things are going well, how do you … (5 comments)
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motivational: It Is All About Attitude! - 11/16/10 09:29 AM
It Is All About Attitude!
Attitude.
In my opinion it really doesn't matter what industry you are in, or if someone is in the military, professionals sports and even government positions. Every one of us have probably heard, read or seen many opinions on the importance of attitude in performance.
My best and most recent example comes from a Sunday football game this past weekend. The Dallas Cowboys were 1 and 7 (meaning they won only one game this year, and lost seven) Jerry Jones the owner of the Cowboy's fired coach Wade Phillips the previous Sunday, after his … (1 comments)
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motivational: Tips For Success - Be Appreciative - 11/01/10 09:41 AM
Tips For Success - Be Appreciative
Successful people tend to be grateful people. They focus on what they have rather that what they don't have. They look for, and show appreciation for, the positives (people, opportunities, circumstances, etc.) that are all around them-especially at work
What should you be grateful for....and how should you show it? Here are a few ideas to get you started;
•· Appreciate the fact that you have a job......and show it by doing the best that you can - and by letting others (including your manager) know that you're happy to be a … (2 comments)
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motivational: Tips For Success - Be Patient - 10/29/10 10:21 AM
Sales Tips For Success - Be patient
Whether you have worked for your current company most of your adult career, or another "real estate" company, better yet, any industry. Here are a few "workplace" realities you're likely to experience at one time or another:
•· Not everyone you serve will be as smart as you.
•· Not everyone you serve will know what they really want or need.
•· Not everyone you work with will be as talented or as quick as you.
•· Not everyone you work with will communicate as well as you.
•· Not everyone you work for … (25 comments)
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motivational: Why Do I Have To Keep Learning!!! - 10/27/10 09:44 AM
Why Do I Have To Keep Learning!!!
Do you want to make more money? (Just asking)
Are you looking for a fast way to bring your job success and your career to a screeching halt? Adopt the mind set that you already know everything you need to know at work. That will do it for sure!!!
I have witnessed employees who figure once they've completed new hire orientation training, learned there programs, have a basic understanding of their job description, they're set. Just do the work each day and go home. Well, that kind of thinking probably "might" keep … (2 comments)
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motivational: Success - Killing Phrases and Thoughts To AVOID - 10/22/10 01:17 PM
Success-Killing Phrases and Thoughts To AVOID
It's not MY job!
It's not my problem!
Everyone else does it!
My manager doesn't encourage it! i.e. EPIC usage, Huddles, etc.
That will never work!
We tried that before!
We've always done it that way!
It doesn't matter!
It's good enough!
Some rules were meant to be broken!
Someone else will do it!
I don't care what other people think!
I could get more done if it wasn't for all these customers!
I don't need any help!
I know everything I need to know!
Rumor has it that......!
I don't care!
I just … (3 comments)
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motivational: Does Success Require Discipline? Yes it does! - 10/07/10 09:47 AM
Does Success Require Discipline? Yes it does!
It's amazing to watch the world through the eyes of a child. The exposure we gain is immeasurable. The evaluation skills we can take and the questioning of everything by the child gives pause to our often routine, busy lives.
Wesley, my son, does all that and more for me. He causes me to really evaluate and question the most important skills, abilities, attitudes, and actions that must be undertaken to create greater success.
Most of us look at success as a very complex combination of skills, abilities, attitudes, and actions joined together … (0 comments)
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motivational: Take Responsibility For Yourself! Choose To Be The Best!! - 10/06/10 04:09 PM
Take Responsibility for yourself
If you were like most teenagers, you couldn't wait to grow up. I bet you wanted the freedom and privileges that come with adulthood just as fast as you could get them. "Treat me like an adult," "Let me come and go as I please," and "You need to let me make my own decisions" were probably just a few of your cries. Right? Sure! That's natural. But then here's what undoubtedly happened: You grew up (age wise, at least) and found that attached to those freedoms and privileges were a ton of responsibilities. There were … (2 comments)
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motivational: WHAT MATTERS MOST? DO YOU HAVE YOUR LIFE IN THE RIGHT ORDER? - 08/03/10 10:47 AM
WHAT MATTERS MOST? DO YOU HAVE YOUR LIFE IN THE RIGHT ORDER?
I am a true believer that things happen for a reason and that people are meant to come in and out of our lives to change us in one way or another. I also feel that sometimes you meet several people within a short period of time that seem to for one reason or another be driving something home for you. I have had the pleasure of meeting several in the past couple of weeks that by their very existence, who they are, what they stand for, and … (1 comments)
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motivational: Seven Steps That Can Lead to Success (2,3) - 07/22/10 05:30 PM
Seven Steps That Can Lead to Success (2,3)
PunishmentDecide what you will deny yourself if you do not outscore yesterday by at least one point. Never deny time with loved ones, solitude or an exercise program. However, you can deny yourself television, caffeine or golf. To achieve success in selling, you must learn how to manage yourself.
Buddy SystemChoose a salesperson you can meet with each week to share ideas, discuss frustrations and offer suggestions. You can prospect with your sales buddy and critique each other.
… (1 comments)
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motivational: More Calls=More Appointments=More Sales - Sales Tips - 06/14/10 09:04 AM
Cold Calling To Make An Appointment - Sales Tips
More Calls=More Appointments=More Sales
A simple equation, but sometimes easier said than done, especially with the voice mail to contend with. You know the potential customer is probably there, but you have to get past the communication barrier first. The barrier was partly put there in order to fend off people like you!
Be prepared for the voice mail so that when your message is heard you come across efficiently and professionally. Simply leaving a message that asks for a return phone call may not be enough. Try creating … (1 comments)
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motivational: What do you like best about your best account? Tell them about it. - 06/07/10 01:23 PM
What do you like best about your best account? Tell them about it.
We all want to hear good things about ourselves. Why not say a few good things to the people who direct business to you? Complimenting your customer on how professionally they conduct their business, how well you are treated by their offices receptionist, administrative assistant, or by other team members say that he or she is part of a very professional organization.
Make sure that you explain what it is specifically that makes this account special. Do this without putting down anyone else. “The way you … (1 comments)
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motivational: Start Everyday Day For Success - 05/27/10 11:41 AM
Start Your Day For Success by Ron Ledbetter
Over the years, I have read many theories about successful sales. The one fundamental thought that made the most sense to me was that we cannot achieve maximum success if our body, mind, and sales approach are not in balance and focused.
A person cannot develop a program for achieving their business objectives, if those objectives are not in line with his or her basic priority system. For example, a person who develops a plan that requires them to work weekends, when their first priority is time with family, is going … (0 comments)
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motivational: The less you say, the more it appears you are listening. - 05/26/10 10:13 AM
The less you say, the more it appears you are listening.
Many of us were hired into sales because we are talkers. We have the gift of gab. We want to work with people. These were all the wrong reasons for getting the job. As it turns out, you have to be concerned about others, not yourself. We have to listen to others, not to ourselves, or we will begin to starve! What to do? Take a deep breath. Lots of them! We have to learn to let the other, less interesting people talk. This is a tough business … (5 comments)
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motivational: Don't Write Off The Customer You Messed Up - Heinrich's Sales Tips - 04/16/10 08:07 AM
Don't Write Off The Customer You Messed Up - Heinrich's Sales Tips
Okay, so you messed up with customers in the past. Perhaps they received less than stellar service or a promise was made and not kept. Is all lost? Nope! It's funny but true: Customers who have a problem with a company - and the company works hard to fix the problem - actually become more loyal than customers who have never had a problem. Apparently companies and people who develop their "recovery" skills end up with more loyal customers. Remember to take the "HEAT" when dealing with an … (4 comments)
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motivational: Question with purpose! Always have a reason for every question! Sales Tips! - 04/14/10 10:04 AM
Question with purpose! Always have a reason for every question! Sales Tips!
Make sure you have a reason for every question you ask. You have to ask questions to get the information you need, but you don't want to make your prospects feel as if they're being interrogated. Avoid boring and frustrating your client with too many "How's the weather" small-talk questions. Start off your appointment by asking questions about the state of your prospects' business operations - who their present suppliers are, the type of machines they use, how long the company's been in business. To avoid making … (3 comments)
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Kevin Heinrich
Clear Lake City,
TX
More about me…
Heinrich Group
Address: 5827 Beaver Falls Dr., Houston, Tx, 77346
Office Phone: (281) 488-0607
Cell Phone: (281) 723-1982
Email Me
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
One last thought for the day:
"Winners Make it Happen, Others Let it Happen!"
kheinrich@firstam.com www.fatcohouston.com
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