sales: Becomint the master of our craft
- 01/26/07 06:00 AM
Few people outside our trade can even begin to appreciate the amount of work and time it takes to develop into an above average salesperson. Not a personality. Not a type. Not a specific profile, which can be duplicated, but a master of his/her craft. By master of the craft, I mean the master of a technique (or combination of techniques) that you can rely upon deal after deal, in any and all situations. Not many people are ready to invest that much time and effort in their sales career. The emphasis usually is not on career development but on quick … (0 comments)
sales: Don't ignore the details...
- 01/19/07 11:45 AM
Anybody can see the whole picture. In sales, however, we are supposed to pay attention to some critical details, because they sometimes hide the clue to which direction we may take in our presentation. We should take notice, among other things, of the following: What part of the presentation creates a sparkle of enthusiasm and acceptance, and emphasize that point.Specific comments that undercover their needs and wants in relation to our product or services.Shortcomings (like hearing impairment, short attention span or comprehension) or strengths (previous knowledge of our product or service, strong rapport).General signs of acceptance.If talking to two or more people, … (0 comments)
sales: Interacting with clients after the sale (or the show...)
- 01/18/07 12:16 PM
I love the theater. That's why I wrote a book examining Sales with the Broadway point of view. I do believe we are all actors (some very good ones, hopefully). We can learn a lot from the acting industry. For example, when the curtains close, the audience wants to see the actors, shake hands, get autographs, and show their appreciation as fans. Let them! As Realtors, being accessible after the closing creates loyalty, admiration and respect. Studies show that acquiring a new customer costs 7 to 10 times more than selling to existing customers. Why would any business or salesperson not want to … (1 comments)
sales: If you can't win... enjoy the bumpy ride!
- 01/18/07 12:12 PM
I remember going to a very funny play where a guy in the first row was talking all the time. The main actor probably felt offended by his disrespect for the professionals on stage and picked on this guy, by including him in a few jokes. We all loved it, but after the show the guy left the theater complaining. I remember thinking that even though he would bad mouth the actor forever, the actor actually had the last laugh. The gentleman kept quiet (and embarrassed) the rest of the show and we had a wonderful time. In sales, as in … (0 comments)
sales: Fact or Myth? Salespeople can't say NO to Salespeople...
- 01/18/07 12:10 PM
Unfortunately, I just realized something that gets me really upset. I am an above average Realtor, with a track record to be proud of, since my "Rookie of the Year - 1998". However, I have a hard time not falling for a sales pitch (even the bad ones). Someone mentioned to me, maybe to make me feel good, that salespeople are usually the easiest clients to work with. I understand the point, but I don't like it. The main thing is: I cannot say "NO". I'll buy anything offered because I can't say no, at all. Sometimes I need to mumble some … (2 comments)
sales: It's all in our minds....
- 01/17/07 10:06 AM
I mentioned to a friend today that it always bothered me why some salespeople (inexperienced rookies, usually) insist on "shooting from the hips". They go to their sales presentation with nothing but "a prayer in their hearts". It also surprises me that they seem to expect some kind of success. Wouldn't it be less stressful to take a few minutes prior to our encounter with a client and mentally review what to say, what to do, check the names, and any other information we may need? Many years ago I heard of an experiment, which called my attention and gave me … (0 comments)
sales: Make every day count... ($$$$$$$$$$$$$$$$)
- 01/17/07 06:56 AM
Not one day in anyone's life is an uneventful day. No day is without profound meaning, no matter how dull and boring it might seem. It doesn't matter whether you are a seamstress or a queen, a shoeshine boy or a movie star, a renowned philosopher or a Down's syndrome child. In every day of your life there are opportunities to touch someone's life. Some people joke that a salesperson (or anybody on commission for that matter) wakes up every morning unemployed. Independent of his/her past sales record, he/she needs to create some new business or his/her sales career is finished. That … (0 comments)
sales: When is it enough? Don't overdo it...
- 01/15/07 03:29 PM
I remember a specific time (in my rookie years) when my sales manager asked us to role-play. We were supposed to overcome certain objections. I thought I did a good job, but was criticized for overselling. The presentation had been taped and I watched it a few times and found out exactly where I failed. This experience helped me to become self-conscious. Many years since that experience I still watch for signs of trying to sell to a client that is already sold into the product, service or idea. What a trap it can be! A client is ready to close … (1 comments)
sales: The Value of "Values" in our profession
- 01/15/07 03:20 PM
Values are the things that we believe in and which we think are important. Each person has a value system, which has been influenced by their background and their philosophy of life. Contrary to what some may think, to a successful salesperson values do matter - they are at the heart of everything they do. Our inner values ultimately determine who we are and who we will become. It is a good idea to prioritize our values in such a way that when they conflict with one another we will have a pre-established idea of which ones we don't dare to … (0 comments)
sales: Another chapter in my Book - Re-Examining THE ART OF SALES (Broadway Style)
- 01/04/07 09:53 AM
Memorizing scripts - Is it for everybody? Children, as well as adults, are forced to memorize long scripts in order to be part of a play. If even older actor or actresses can do it, why can't a salesperson? I would say that memorizing scripts is the biggest concern for sales people. They just get overwhelmed with the size of the text and decide not to put the effort. If only there were some helpful tricks... Well, here are some of the ones used in theater that may help us too: · Read the script over and over, and then over again. · … (2 comments)
sales: Prizes for listings - Ethical, maybe, but misleading...
- 12/24/06 02:09 PM
My Association makes it very clear in our Code of Ethics, that giving away big screen TVs or a trip to Hawaii for those who list with us is not ethical. The specific clause follows (italics added): Standard of Practice 12-3The offering of premiums, prizes, merchandise discounts or other inducements to list, sell, purchase, or lease is not, in itself, unethical even if receipt of the benefit is contingent on listing, selling, purchasing, or leasing through the REALTOR® making the offer. However, REALTORS® must exercise care and candor in any such advertising or other public or private representations so that any party … (2 comments)
sales: Another chapter from my book, comparing sales with Broadway. Enjoy!
- 12/12/06 04:31 PM
Your audience (clientele) is free to choose where they go As rude as it may be, anybody in the audience can stand up and leave the theater at anytime, if they feel inclined to do so. In the sales business our clients know that they can choose either our competitors or us. It is the way we care for our customer that can nullify all our competitor's efforts. I would point 4 tips on the proper care of your customers. Feed them with attention. Show them you care. Feed them information about you company, your new products, the market place, and … (2 comments)
sales: Excerpts from my book -- upon request
- 07/27/06 02:41 PM
SOMEONE SUGGESTED THAT I PUT ON MY BLOG A FEW LINES FROM THE BOOK, SO EVERYBODY CAN HAVE AN IDEA ON HOW IT GOES. THE BOOK HAS DOZENS OF MINI CHAPTERS LIKE THE ONE BELOW. ENJOY! AND IF YOU LIKE IT -- OR EVEN IF YOU DON'T -- CALL FOR A SIGNED COPY OF YOUR OWN... In show business (as in sales) not one day is an uneventful day Not one day in anyone's life is an uneventful day. No day is without profound meaning, no matter how dull and boring it might seem. It doesn't matter whether you are a seamstress or a queen, a shoeshine boy … (0 comments)
sales: Big treshhold for a recently published author
- 07/27/06 02:12 PM
My first (and only) book, "RE-EXAMINING THE ART OF SALES - Broadway Style" just reached 200 books sold in 10 days... a big thing for an unknown author. I want to make it to 300 by the 1st of August. During this time, the pre-lauching price is $10.00 only for a signed copy. It's a great way to help another professional in getting the word out there regarding the need for ethics in sales and how any salesperson can improve his/her everyday success. I'll keep you all informed about the "authograph night" coming on soon. Call me for additional information! (801) 499-2633 … (2 comments)
sales: A PERSONAL INVITATION
- 07/14/06 05:48 PM
Those who know me well may also remember that back in 2001 I was invited to interrupt a successful career in real estate and go back to my native Rio de Janeiro to supervise the opening of two branches for an American real estate company. The biggest challenge I faced was to help Brazilian sales agents make a 180 degree turn from a corrupt mind set into an honest daily conduct with impeccable, professional behavior. Fortunately, I’ve kept most of the notes that helped me deliver over 80 hours of training to more than 250 employees during those 18 months. Those … (1 comments)
Few people outside our trade can even begin to appreciate the amount of work and time it takes to develop into an above average salesperson. Not a personality. Not a type. Not a specific profile, which can be duplicated, but a master of his/her craft. ;)
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