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Tom Hopkins showed me how to rid myself of the Killers

By
Managing Real Estate Broker

One of the biggest differences between people who make a lot of money and those who do okay, or just get by is...

Big earners do more - do it now - and keep doing it.

 

Top 10 Sales Killers 

 

Sales Killer #1 – Lack of professional appearance. If you want people to listen to you and heed your advice regarding your product or service, you have to come across both in appearance and demeanor as a professional expert. This means that you are appropriately groomed.

 

Sales Killer #2 – Talking too much. When you’re talking, you’re telling. When you ask questions to get clients talking about their needs, you’re selling. You’re finding out what they want to own. Only then can you guide them to the right product or service.

 

Sales Killer #3 – Your vocabulary. Words create pictures in our minds. Certain words that are inherent to selling turn people off. For example, I caution people in business to avoid using the word “contract” when handling the details of a large ticket sale. We all know that contracts are legally binding documents and require legal efforts to get out of them. If appropriate, call your contract an “agreement,” “form,” or “paperwork.” The mental image is less threatening. Think about the words you use and replace any negative word-picture images with gentler, more positive ones.

 

Sales Killer #4 – Not investing time in building rapport. Good rapport builds trust. No one will want to make a purchase from someone they don’t like and trust.

 

Sales Killer #5 – Lack of a qualification system. A certain percentage of the people you talk with will not be good candidates for your product or service. If they don’t have the need or the money for your product or service, there is no sale. Your challenge is to figure this out as early in your communication with them as possible. Come up with at least 3 or 4 questions the answers to which will tell you if they’re qualified to own your offering.

 

Sales Killer #6 – Not knowing when to stop presenting and close the sale. Too many salespeople think they have to tell potential clients everything they know about the product. Even after a client has indicated that the product is right for them, the salesperson keeps talking. Doing so could easily turn the client off about working with you and cost you the sale.

 

Sales Killer #7 – Ego. Selling is a service business. You must set aside your wants and needs to serve the wants and needs of others. Get the dollar signs out of your eyes when you’re with clients. If they suspect you’re pushing the sale because of what’s in it for you instead of what’s in their best interests, they’ll find another agent to do business with.

 

Sales Killer #8 – Not knowing how to close. In many cases, all you have to do is ask a direct question in order to close a sale.
 

Sales Killer #9 – Not paying attention to details. If you skim over details or shortcut your presentation because you’ve done it so many times that you’re bored with it, you’ll lose sales. Remember, every presentation is new to your client. So give it with enthusiasm and without shortcuts unless your client indicates that certain details you would normally cover aren’t of interest to them.

 

Sales Killer #10 – Poor fulfillment. This ties into paying attention to details. If you or your company does not have the practices and policies in place to properly fulfill the expectations of your clients, you will find yourself working harder and harder to get new business.  Salespeople should not promise anything above or beyond the company standard. Everyone should be expected to meet or exceed it.

 

“Thank you Tom Hopkins”

Comments (3)

Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em: golfArizona@cox.net

Great information.  Thanks for sharing and have a wonderful Saturday! bill

Apr 23, 2022 12:27 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Beth- I'd say these are all or at least have the potential to be deal killers. One key point is forgetting that it's all about your clients not you. 

Apr 23, 2022 12:41 PM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

These are all good examples of deal killers.

Enjoy your day!

Apr 24, 2022 05:01 AM