homes: In a slump? 2 ways to energize your daily routine!
- 06/22/11 10:55 AM
In a slump? 2 ways to energize your daily routine. The most seasoned sales professionals will occasionally deal with slumps. They happen for a number of reasons, but the most important part is finding a way out! Here are two ways to focus your efforts and get back on track: Become the early bird. Granted, you may have entered a slump because you are feeling burnt out, but there is a clear difference between working hard and working smart. One way to working smarter could be to get into the office an hour earlier to organize your day, establish your goals … (3 comments)
homes: The Art of Social Listing Exposure - Clear Lake Texas Real Estate Tips
- 04/26/11 11:05 AM
The Art of Social Listing Exposure If you're looking for the article that tells you how to blast your listings out to everyone on the Web, this isn't it. If you're looking for the article that gives you a list of all the Facebook apps that auto-post listings to your business page or wall...this still isn't it. But if you want to know how to share your listings in a socially engaging manner on Facebook or even Twitter...then you indeed came to just the right place! Nearly every time I teach a Facebook class to real estate professionals there is usually … (0 comments)
homes: A new perspective on winning... and losing
- 04/26/11 10:58 AM
A new perspective on winning... and losing. Simon has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming in first. Simon also HATES to lose, and some of his autistic symptoms manifest themselves when he can't claim, "I WON!" or even, "I DID IT!" You know how kids are. They'll yell, "Race you to the tree!" when they're already half way there, and in full stride. When they reach the tree they triumphantly scream, "I WIN! I WIN!" without regard for how they won. Simon is the epitome of that scenario. Simon is eight years old. … (0 comments)
(ARA) - Anyone who's ever bought, sold or even just looked at a house can tell you first impressions matter. A house can be filledto the rafters with luxury touches, but if it lacks curb appeal, few potential buyers will ever step in the door to see what's inside. Curb appeal is taking on a new meaning for many homeowners. While an attractive home exterior can still boost potential resale value, homeowners are also looking at curb appeal as a way to enhance the enjoyment of their homes. Giving … (0 comments)
homes: 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).
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.
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)
homes: 10 Better Ways To Build Rapport! #3
- 03/23/11 08:00 AM
10 Better Ways To Build Rapport! #3 3. Consider using an agenda statement to begin your meeting. Doing so allows you to take control without being controlling and goes a long way in the "first impression" department. Here's one that I teach my sales students. First and foremost I'd like to thank you for taking the time to meet with me today. With your permission, I'd like to cover 3 things. First: I'd like to find out more about you and your company, specifically any challenges or opportunities I might be able to help you with. Next, share with you how … (1 comments)
Tip #9: No Call Back Doesn't = "No" A tip I give all of my coaching clients is that not hearing back from a voice message does not mean a client is not interested, it just means they didn't call you back! Don't assume a "no." Reframe a no call back due to the fact your customer was too busy. But don't give up on a lack of call backs! … (1 comments)
homes: Quick Tips To Help Your Voicemails Make You Money
- 03/04/11 07:47 AM
10 Quick Tips To Help Your Voicemails Make You Money Tip #4: Play To Human Nature. We are all curious by nature, and your prospects are no different! Warning: this strategy can be touchy, but I have seen it work many times. Simply leave a message saying, "Hey Mark, it's Mike. 888-555-5555," and hang up. Here's the catch. When people call you back they might think that was a "sneaky" move. To combat this thank them graciously for giving you a call and assure them your conversation will be quick. … (1 comments)
Failing to acknowledge and help customers-even if it's merely to say, "Thanks for coming it. I'll be with you shortly,"-is rude, inconsiderate, and unprofessional. It represents bad service and a poor business practice. Andy anyone does it, including you and me, is a poor business practitioner. Don't let that "shoe" fit YOU!
Most of our customers are reasonably patient people. They're typically willing to wait their turn-as long as you're serving someone else, acknowledge their presence, and get to them as fast as you can. But if you're not helping another customer, you better … (2 comments)
homes: Rules For Keeping Your Sales Job In This Recession
- 01/18/11 01:32 AM
Rule Three - Become Indispensable: In the past when companies downsized it was always last in, first out. Today, however, most organizations choose who goes and who stays based on productivity. In other words, people who generate more value for the organization stay. Being indispensable means more than just doing your sales job perfectly. It means volunteering for projects, looking for ways to add value, and consistently asking the boss if there is anything you can do to help. Change your way of thinking about work - the party is over for Work/Life Balance. Right now your job must become everything. Devote yourself to … (1 comments)
As in golf or tennis, when you stop practicing and taking lessons, your game tends to deteriorate. Your sales game is no different. It's time to sharpen your prospecting, preparing, questioning, presenting, closing, negotiating, follow-up, and creative-thinking skills. … (1 comments)
Connect with past accounts. Needs change. People switch jobs. Mergers happen. Management philosophies change. You could be the solution to someone's problem and not know it. … (1 comments)
Follow-up and follow-through are products you sell, whether you realize it or not. Many people think that the product/service demonstration is the heart of the sale. The real demonstration that counts far more in the sale is how well you demonstrate your reliability. Just before heading for home, go back over the day and make sure you did everything you said you would do for everyone you said you would do something for. It is a habit you must form if you are to make … (4 comments)
The more contacts you have with accounts, the more likely you'll win business. Set specific weekly goals for face-to-face calls with current clients, new business calls, and number of proposals sent -- and stick to those goals. … (3 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
In a slump? 2 ways to energize your daily routine.
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