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Sales Skills - Factor Five Reciprocity - 10/29/10 02:14 PM
Reciprocity is a Factor that Causes Influence. When used respectfully, reciprocity can deepen a relationship, creating a win/win environment of giving and taking.
In order to receive, we must give. It is easier to give than receive. Don't look a gift horse in the mouth.
Cliche's repeated through the generations, all referencing our human need to reciprocate. Giving back. When a door is opened, we smile or return the gift with an expression of gratitude, as we reach eagerly to the open the next door - to return the gesture. We want to give. It influences our decisions.
Kabbalists cite 'the desire to receive for the self … (2 comments)
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Sales Skills - Something in Common - 10/27/10 11:55 PM
Birds of a Feather ....
Commonality builds rapport. Rapport influences our decisions. It is like a comfort food. Macaroni and cheese; Home made Chicken Soup. We like being liked. Referral businesses are built on rapport and a common shared thread.
Unique points of difference help to single out commonality. Follow your passion, be true to you, your values, and who you are. This in turn will attract like minded individuals - people who share your interests - and your business will build around your passion. Do what you love and you will love what you do!
All too often we … (1 comments)
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Sales Skills - Factor Four - Build Rapport - 10/27/10 06:15 PM
Six degrees of separation (also referred to as the Human Web) refers to the idea that everyone is six steps or degrees away from any other person on Earth, so that a chain of "a friend of a friend" connections can be made that will connect any two people in six steps or less.
Then why is it we sometimes walk into a room, and feel totally alone, tongue tied and ostracized. A wallflower. With the negative internal chatter so loud that even ten cups of coffee will not silence it? Or we jump into the car with a new client, and are suddenly … (0 comments)
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Sales Skills - Is Sufficient, Efficient - 10/26/10 03:40 PM
While pondering the definition of efficient, as a Factor that Causes Influence one might stumble across it's sister word - sufficient.
If Efficient refers to being effective without wasting time, effort or expense; and Sufficient is fulfilling a need or requirement without being abundant - when is it efficient to be sufficient?
A comparable I have often referred to is the difference between having an efficient engine that uses less gas vs. sufficient gas to travel to a destination. The two definitions are miles apart!
Clarification may be obtained by exploring efficient business models and their practices: Mr. Lube; McDonald's, FedEx, Tim Horton's.
Which business do … (2 comments)
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Sales Skills - Factor Three: Efficiency - 10/26/10 10:41 AM
Factors Three, Alphabetically, Welcomes in Efficiency.
Efficiency as a Factor That Causes Influence is defined as: 1. The quality or degree of being efficient. and 2. Efficient operation - effective operation as measured by a comparison of production with cost (as in energy, time, and money) (2) : the ratio of the useful energy delivered by a dynamic system to the energy supplied to it.
The comparison of production with cost. Return on Investment (ROI). Time valued equals money. An efficient operation costs less to operate, and consumes less energy. It is respected in our Western Cultured society.
The art of efficiency … (1 comments)
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Factor Two: Consistency - 10/25/10 03:09 PM
In my previous Blog I listed the Seven Factors That Cause Influence and asked the question as to whether these age old factors remain valid today.
Authority being the first factor, and how our actions may be influenced by a person exuding an air of authority. this may be through dress, title, business card, or any other authoritative gesture.
The second factor in alphabetical order is CONSISTENCY.
How does this factor influence us? People rely on consistent behavior or experiences for security. As a tourist in a new country - you can rely on a McDonald's sign to serve you a fast, … (2 comments)
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Sales Skills - 2nd Factor that Causes Influence - 10/24/10 01:47 PM
When used correctly, in a selling situation, there are 7 Factors that may influence an action.
Authority, Consistency, Rapport, Reciprocity, Social Evidence, Scarcity
My lectures have included examples of how Authority may be demonstrated through business card titles, or identifying brands and positions. A Manager influences a decision faster than a sales clerk title, a VP rises above an Associate.
But has this trend risen to a point of saturation? When every associate becomes a VP? And every sales person an Expert or Professional? Is it still possible to differentiate between a Designation vs. an assumed title?
And when do we … (0 comments)
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Sales Skills - 7 Factors That Cause Influence - 10/24/10 01:34 PM
As a Professional Speaker and Trainer I have presented on topics ranging from Sales Skills to Meditation, Self Awareness to Marketing. One common thread that can be found in many of my presentations since the early 90's has been the 7 Factors that cause influence.
Authority, Consistency, Efficiency, Rapport, Reciprocity, Scarcity, Social Evidence
Lately I have revisited these factors, questioning the current value of each factor, and whether the claim that when used correctly each may influence a reaction which in turn results in an action, is still valid.
Authority. A Sales Manager closes a sale faster than a Sales Clerk, and … (1 comments)
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OMREB Commercial Building Awards 2010 - 10/23/10 02:40 AM
This is a learning curve blog entry ... Episode three. I wrote previously about the Okanagan Mainline Real Estate Commercial Builders Awards, and included a list of Winners - although all entrants are really classified as Winners! Then I tried to insert a picture of my favorite building - the Madison - a multi family condo development, but posted the blog sans photos.
Then I posted one photo, but whilst attempting to align the photo, I inadvertently posted it. So, now here are a few more photos of the impressive, new, award winning building known as The Madison, located in Beautiful … (0 comments)
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Okanagan Mainline Real Estate Board Commercial Builders Award - The Winner - 10/23/10 01:24 AM
Congratulations to the Builders, Architects and design team of The Madison - winners of the Okanagan Mainline Commercial Builders Award for Multi-Family building constructed in 2010. The Award winning Madison hosts 57 residential and 5 commercial condominium units, with a total of 29 unique floor plans, expansive terraces, and breathtaking views. It is located in downtown Kelowna, B.C.
… (2 comments)
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Okanagan Mainline Real Estate Commercial Building Awards - 10/22/10 07:59 PM
Last night I was privileged to attend the OMREB Commercial Building Awards, held at the Coast Capri Hotel. The room was full of Realtors, Builders, Suppliers and our supporting teams- ready to celebrate the achievements of our Commercial Builders for their projects ranging from Peachland to Revelstoke.
12 Categories were represented, with multiple entrants in each. All nominated projects were acclaimed an award of Merit - to be nominated for this prestigious award was a win in itself!
Congratulations to the selected entrants, taking the twelve plaques home were:
The 2010 winners of Commercial Building Awards were:
· Commercial Office: Beeline Web (Lake Country)
… (0 comments)
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Okanagan Mainline Real Estate Board Education Day - Contaminated Sites - 10/21/10 01:48 AM
Today was Mandatory Real Estate License learning day, and I had opted to partake of a 5 hour seminar on Contaminated sites. No, not grow ops, although those are definitely contaminated, but sites that have had leakage, seepage, or dry wells, oil tanks,methane gas or some other contaminant poured, spilt or buried on or in them.
The eye opener day started exactly like that - with a predawn wake up bell, shower, no leisure home based coffee today - quick meditation while en route to the Ramada, and then a lukewarm standing up coffee whilst schmoozing with my fellow Realtors.
The topic was dirty, … (5 comments)
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Confused? You won't be..... - 10/19/10 09:54 PM
Now that I have placed a eBook with content on marketing, and a marketing tabbed page onto my Real Estate website, and I have a Bio saying I closed my company Slate Communications in order to pursue a prosperous career in Real Estate, and I have obtained a dual licence and now practice in two provinces, do you think my message is getting foggy?
Perhaps I need to focus. Redesign my site, (and more importantly - my lifestyle) add clarity of vision. Or are we at a stage of existence, that allows for a vastness of ideas and experiences?
A concept derived … (3 comments)
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Publicity, Pay or Play... either way it's gonna cost you! - 10/19/10 01:22 AM
Years ago, while still donning my Communications and Public Speaking cap, I had the privilege of writing a chapter in a compilation book. As a marketing professional, I was asked to deliver some content on Media - how and when to purchase flights, radio vs. in-print costs, apples to apples oranges to oranges etc.
As an Adult Education instructor at Red River College I had just completed writing the curriculum for a course on Media Buying, along with a 100+ page student workbook. This should be a breeze' I figured, noting the Editors has asked for a mere 15 pages of … (3 comments)
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Active Rain - Making Rain - 10/19/10 01:05 AM
I have been an active, ActiveRain member for as long a time as I have been a Licensed Realtor. How do I know this with such assurity?
When I first received my Realtor licence, I had lots of time, and little money - so to maximize my exposure I started completing any FREE online registry or membership that would elevate my Google ratings and get me noticed.
I spent hours online, registering with community directories, setting up my own site, blogging, logging and, well quite literally 'dogging or is that dodging' real, real estate work. Stuff like door knocking, cold calling, warm calling, … (6 comments)
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Sharon Lancaster SRES® Realty Executives Okanagan
Kelowna,
BC
More about me…
Realty Executives Okanagan
Address: 1980 Cooper Road, Suite 212, Kelowna, BC, V1Y 8K5
Office Phone: (250) 861-5122
Cell Phone: (250) 878-2980
Email Me
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