helpful information: How serious are you about social media?
- 04/18/11 06:29 AM
It started like a small bunch of rustling leaves. A little Facebook here and there - a blog or two. And then the wind picked up. LinkedIn, Twitter, YouTube. Growing from a windstorm to a firestorm, social media in now a tornado running wild over the Internet plains. How social are you?How serious are you about social media? REALITY: You can't ignore it. Hundreds of millions of people are involved so far, and it's just a few years old. I tried to ignore it for a while, but it soon became apparent that this was the new, new wave - about … (1 comments)
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the prospect to show you what they most want. Then you … (1 comments)
helpful information: So What, Why Should I Care?
- 04/15/11 09:42 AM
Skills to Improve On When you are giving a presentation, calling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words SO WHAT stamped on his forehead. Imagine that for everything you say, the prospect is asking "so what, why should I care?". Remember, prospects only care about how what you are selling can eliminate a problem that they have or help make their business or life better. The answer to this question is always what your service/product does for them (benefits), not what your product is (features).
A recent study of 3000 business to business buyers showed that 99% of their decision was based on "covering there butt". In other words, business to business buying has become about minimizing personal and organizational risks. Today's economic climate has magnified this new risk-avoiding buying behavior. So then, what can we do to highlight the minimized risk that can be enjoyed by choosing your company? There are 2 key methods I would propose: Please use the materials provided by our corporate offices that highlight our financial strength and continued financial performance. We … (0 comments)
Sales is fun when you are in control and closing deals. Selling is miserable when you are under pressure to close business.
Take the pressure off yourself to close and instead focus on qualifying and motivating your prospects.
KEY TIP: Shift the responsibility back to the prospect to solve his own problems, and the pressure to make the sale will be gone. Focus on selling at your best only to qualified prospects and you'll close more and have fun doing it. # 8: Bonus Sales Tip … (1 comments)
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the … (1 comments)
Let's face it, a lot of business presentations are really boring. Salespeople talk about why their product is great, why their company is great, and the history of their company. Prospects don't relate to this. That's why they look so bored.
Great presentations get the prospect's imagination involved. The best way to involve the imagination is through storytelling. Stories rich in descriptive detail get the prospect picturing them using your product and evoke that "I Gotta Have That" reaction.
Sales Skill #4: Reaching Decision-Makers Through Voicemail
There's two ways to make more sales. One is to close more of the prospects you do contact. The other is to get more prospects into the pipeline. When prospecting, you can look at voicemail as either your friend or your enemy. With 70% of your prospecting calls going to voicemail, it is time to make friends with it.
Although you will never get even close to getting every voicemail returned, you can get a significant number of your messages returned when treat them … (2 comments)
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided against you?
You can't afford to look away and ignore people that you don't have natural rapport with. The good news is that people like people like themselves. All you have to do to gain rapport is stretch your behavior outside or your comfort zone … (6 comments)
Qualifying goes beyond budget, authority, and need. You want to sell to prospects who *want* to buy from you. Finding prospects that need our products usually is not difficult. Finding those who really want our products though can be very hard if we wait for them to come to us.
Products sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they … (1 comments)
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.
To qualify fast you must have a set of criteria describing who you will … (4 comments)
helpful information: 10 Better Ways To Build Rapport! Get A Tour!
- 04/01/11 07:54 AM
10 Better Ways To Build Rapport! 10. Get A Tour: Something crazy happens when you leave the formality of a conference room ... people lose their formality. Additionally, you create energy by moving and you get to learn behind the scenes stuff. Kind of a cool way to differentiate yourself too since most people don't ask for a tour. OK gang, there you have it. There's certainly more we could have covered but my mission today was to get you thinking beyond the old "scanning around the office for things to talk about" thing. And besides ... what if they borrowed … (0 comments)
9. Make Promises: There is something about keeping a promise that we've come to appreciate since we were young. Instead of getting them those samples on Tuesday, promise like this: "Jane (make sure their name is Jane) I promise to get you those samples on Tuesday" And now the fun part, the icing on this delicious rapport building cake. Tuesday, when you see Jane again, you say "Here are those samples as promised," say that enough times throughout the courtship and you are selling at a subconscious level. Actually, scratch that ... they … (0 comments)
It seems every now and then a new technology comes along and gets everyone in real estate excited. Right now that technology is QR Codes. The problem I have is that while everyone and their brother is telling you that you need to be using QR codes, very few resources are specifically showing you the best ways to use QR codes for real estate. It is actually why we exist, innovation is rewarded, execution is worshiped. Just like with Facebook, Twitter, Blogging, Mobile, Video and any other buzz worthy … (8 comments)
helpful information: 10 Better Ways To Build Rapport! #8
- 03/30/11 07:48 AM
10 Better Ways To Build Rapport! 8. If you are going to "mirror" someone, don't just mirror their body language. Mirror the jargon they use. Mirror their sensory language. Example "I hear you" "I see what you mean" "I feel like this..." You can even mirror the way they structure their emails etc but that's a discussion for another day. … (4 comments)
7. Strategic Use Of Silence: People have a nervous need to fill silence. Make sure it isn't you. In fact, place some well thought out silence in after they respond. Just don't wait too long, or they will pat your head and think you are your industry's answer to Forrest Gump. … (1 comments)
helpful information: 10 Better Ways To Build Rapport! #6
- 03/29/11 07:42 AM
10 Better Ways To Build Rapport! #6 6. Facilitate The Meeting. When you facilitate a meeting you don't just stop at the first answer they give you. You ask continuation questions like "How so?" "What happened then?" and "Tell me more." Ask if someone has a different spin, get conflicting opinions out there, get everyone's emotions going. A Note About Inclusion: Don't assume that the least vocal from their team has the least power. Might be soft spoken but a behind the scenes ass kicker. Make sure you include them by asking for their thoughts. Yep, its that "everyone has a … (0 comments)
helpful information: 10 Better Ways To Build Rapport! #5
- 03/25/11 05:33 AM
10 Better Ways To Build Rapport! 5. Understand This At All Cost: They have a story and want to be heard so ... don't be so anxious to check off question #3 (to rush to #4) that you fail to listen. And by the way, show some freakin empathy dude. When someone tells you how they got screwed over by their vendor or they got reamed out by the boss because of the TPS reports ... that's your cue to care. So listening, caring and ... … (2 comments)
Jumping to conclusions Passing the buck Grabbing the credit Throwing your weight around Stretching the truth Bending the rules Breaking your promises Playing favorites Stepping on others Dodging your duty Running your mouth off Plugging your ears Side-stepping problems Shooting down our division Pulling others into your funk Holding others back Pressing "my way or else" Just skating by Just "showing up" … (2 comments)
"I don't think much of a man who is not wiser today than he was yesterday"-Abraham Lincoln
•· Become a continuous learning machine. Set a personal goal to learn something new about your job, and your buisness, or about the Real Estate industry every week. •· Encourage others to pursue self-development activities. Make time and resources available for them to enhance their knowledge and job skills. •· Learn by teaching. Volunteer to be an instructor for your office training programs. You will not only develop in-depth knowledge about subjects you prepare to teach, you will also be able to help … (4 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
It started like a small bunch of rustling leaves. A little Facebook here and there - a blog or two. And then the wind picked up. LinkedIn, Twitter, YouTube. Growing from a windstorm to a firestorm, social media in now a tornado running wild over the Internet plains. How social are you?How serious are you about social media? REALITY: You can't ignore it. Hundreds of millions of people are involved so far, and it's just a few years old. I tried to ignore it for a while, but it soon became apparent that this was the new, new wave - about … (1 comments)
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