Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.
You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"
A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, … (0 comments)
success: Don't Blow Smoke, Take Action - Tips For Success
- 11/23/10 01:22 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)
success: Great Tools and Tips For New Homeowners!
- 11/22/10 08:57 AM
Tools for New Homeowners Living in a condo or a rental unit comes with one definite perk. You don't have to make your own repairs!
Now that you have moved into your new home, it's time to put on a new hat, that of "handyman." For the big jobs, like roofing and rewiring, you'll more than likely still rely on a professional. And unless you are truly versed in those specialties, that is what we'd recommend! But there will be many small jobs that come up which you will be able to fix on your own. Really! Not only … (0 comments)
It's reality. Salespeople fail. Maybe even you. Sadly, thousands of salespeople are fired or quit each day because they failed to attain quota. When you ask these salespeople what went wrong most are quick to point out that their failure was due to some external factor, which prevented them from achieving their goal. Poor territories, bad managers, difficult environments, lack of training, and defective products are fodder for these conversations.
However, when studying successful Sales Professionals in those same organizations, we find, that when faced with identical difficulties, they still … (2 comments)
Real Estate Pay Per Click Ad Who doesn't like magic? You always want to know how they did it yet the magician keeps his secret unless you watch the TV show where the one "rogue" magician reveals how the top tricks are done. Let's talk about a magic trick that you can use to generate real estate leads by tomorrow for your real estate business. Specifically let's look at how you can use 130 characters in a Google Ad-words Ad to your advantage. 130 Characters To Generate a Real Estate Lead For Your Business While … (2 comments)
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)
Assuming you are in a business to business market, it's best to send the emails during office hours. People are more likely to read emails that arrive when they are behind the computer. In general, open rates are best on Tuesday, Wednesday and Thursday, but it's not always possible to send email on those days. In any case, try to avoid the weekend and nights. Hope you found this helpful and Have a Great Week in Real Estate!! … (0 comments)
Put our customers hat on for a minute and do a little reflection. Have you ever stood in a business, waiting to be served, while the person who's supposed to be waiting on you completes some paperwork, makes a phone call, performs some other duty - or worse, chats with a coworker? If you have, you know how frustrating it can be. That employee is putting his or her business before yours. The wrong person is doing the waiting. And saying "I'll be with you in a minute" doesn't cut it.
That's just one of many … (0 comments)
success: Does Success Require Discipline? Yes it does!
- 10/07/10 02:47 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)
success: What is the importance of attitude?
- 09/28/10 02:43 AM
Thought dedication. You decide what to think, and how to react. What is the importance of attitude? Every person, you included, wants to achieve more, earn more, find happiness, be successful, and be fulfilled. At the root of all these elements is attitude. Positive attitude. Your positive attitude. Every person, you included, instinctively knows that. Yet most people, you included, don't really possess a positive attitude. Oh, you may think you do, but I promise you, you don't. Most people don't read about attitude.Most people don't study attitude.Most people don't practice attitude.Most people don't live the essence of attitude.Most people don't live the … (3 comments)
success: Eight Ways To Sell In A Tough Market: Help Your Customers Sell And You'll Sell - Part 2
- 09/24/10 06:18 AM
Eight Ways To Sell In A Tough Market: Help Your Customers Sell And You'll Sell - Part 2 2. Define your sales territory. What business can you expect from your existing customers this year? When are they planning to buy and what must you do now to lock in this business? As you plan your approach to a new target account, think about who could help you with an introduction or background information. Plan your approach and find out who the decision makers are and what you can say to create interest in them. … (0 comments)
success: The Six Principals of Account Maximization - Part 5
- 09/21/10 02:26 AM
The Six Principals of Account Maximization 5. Create a good operational process True sales professionals don't stop adding value to an account once a sale is made. Rather, they look to build additional barriers to entry from the competition. One easy way to build barriers to entry is to create a strong operational process at the account. At many organizations, the cost to process an invoice can be as high as $250. The ability to streamline purchase orders, billing, technical support and collections can have a major impact your customer's bottom line. I was able to win a worldwide contract … (0 comments)
4. Work the account at all levels As you can imagine, the story does not end here. If the sales professional had taken his idea to the purchasing agent, the purchasing agent would probably have taken the idea back to his existing provider for implementation. Our hero would not have been rewarded for his efforts. However, our sales professional also knew Account Maximization Principal #4: Work the account at all levels. You see, purchasing agents tend to be very price focused. Our sales professional was able to diversify away the risk … (1 comments)
2. Become part of their organization Our sales professional also knew that he could not be successful selling tissues by just working with purchasing agents. Rather, he knew that he must become part of their organization in order to be successful. He must understand how tissues, his product, touches every aspect of his prospect's business. In order to do this, he requested to work with hotel cleaning personnel in order to better understand tissue usage in hotel operations. His discoveries were quite significant. First, he learned that hotel cleaning people were under a … (0 comments)
The tone and volume of your voice accounts for around 40% of the verbal impact you make on others. So make sure it is well tuned in order to ensure that more people will be happy and comfortable to listen to you - and can be more impressed with the content of what you are saying.
Be more aware of how others talk, whether they are conducting a meeting, talking to you one on one, or even if they are on the radio or television. See which people grab your attention for … (0 comments)
Working hard is working smart. In a twenty-two year study of the most productive professionals in the world, the one common trait that all shared is that they made more calls and worked harder than anyone else. Not only did they work harder than their competitors, but harder than anyone else in their organization. Hard work pays off.
Sales are not made from behind a desk or through a computer screen. Sales is a person-to-person business. A trust relationship must develop. The more people you get face to face with, the more chances … (5 comments)
success: If you don't ask, you won't know
- 08/31/10 04:30 AM
If you don't ask, you won't know - Sales Tips There's nothing wrong with asking a very open question to your customers about their future plans. Casually asking, "What's new in the pipeline?" may give you lots of useful information about your customers business approach and plan allowing you to be one step ahead of the competition who didn't think to ask. If you catch your customer in good humor, they may well give you an insight into opportunities that are on the horizon. You may get the chance to offer products or services never before used by this … (0 comments)
success: Keep the customer satisfied - six golden rules
- 08/27/10 02:18 AM
Keep the customer satisfied - six golden rules 1. Treat everyone with respect and politeness, as you never know who may become a future customer (or boss). 2. Don't let emotions and feelings interfere with your attitude towards customers unless they are positives such as sincerity, concern and care. 3. Become the owner of any complaint and don't let it go until you know it has been successfully dealt with. How will you know? Ask the customer. 4. Listen to customers - with your eyes! Watch their body language and don't just assume you know what they … (2 comments)
success: Read to Translate - Determin What Actions You Should Take
- 08/20/10 02:20 AM
Read to Translate - Determin What Actions You Should Take As you read consciously look for the action steps. Some books help you with this - as the author outlines at the close of a section or chapter what you can do. This is a very helpful component of a book, but is still incomplete. No author (unless it’s you) knows your situation or goals perfectly, and so it is your responsibility to determine exactly what you can do with the ideas. Reading to translate is about determining what actions you will take as a result of what you … (0 comments)
"What have you done for me lately?" is what every customer asks every day, either directly or subconsciously. Nothing works on automatic for very long. Even your best customers must be resold regularly. Performance is a given. It's the extra care and effort that holds accounts. Realistically, customer loyalty is overrated. Everyone must act in their own economic interests. What you are trying to achieve is continuous, open communications so that if situations begin to change you will have lead time for reaction. What you really earn by building a strong service bond … (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
Presentations That Move Right to the Sale!
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