6 Proven Steps to Increase Real Estate Sales – Step 1 Assess
All great business start with a plan.
The plan might change but it is the start of building a successful business.
Very few things in life intentionally remain the same. Our world is dynamic. Even when we sleep our bodies are in motion from the sub-conscious thoughts to the slow beating of our hearts.
The status quo is a false sense of non-movement. Those who hold onto what they believe is working, the status quo, are left behind in the wave of change or even drowned in an unexpected Tsunami.
Sales is motion and changing the status quo. From my sales experience, I realize there are six proven steps to ace and win more sales. The first three steps are often ignored and therein lies the problem.
Step One - Assess
Assessing sales begins with strategic thinking leading to strategic planning. Here is where time is invested to understand not only the marketplace, but the internal capacity of the business including the individual salesperson given over 70% of all U.S. businesses are non-employed (single owner entrepreneurs.
NEWSFLASH:
THAT MEANS YOU IF YOU ARE A REALTOR WORKING UNDER A BROKER.
So what is assessed? The answer is everything that can possibly impact the ability to increase sales. Yes, this is intense. Unless you know where you stand, you are on shaking ground and not the solid ground required to win and increase sales.
The strategic thinking plan covers the operations of your business as well as the market place. This is when you invest the time to determine:
- Market segments and opportunities
- Product or service competitive analysis'
- Organizational competitive analysis
- Market trend analysis; Internal structure and functions ;Internal resources
- Internal SLOT (strengths, limitations, opportunities and threats)
- Identify ideal potential customer or customers
After the completing the strategic plan you as the small business professional must assess yourself. There are many informal, self-assessments in the marketplace and these can be your first step in self-realization. Additionally formal psychometric assessments are worth the investment such as:
The Attribute Index from the works of Dr. Robert Hartman identifies 78 key attributes or talents. It is one of the most valid assessments in the marketplace.
The DISC Index from the works of Dr. William Marston reveals four behavioral dimensions. For those in sales, this is an excellent assessment as it provides possible insight into the current sales lead.
The Values Index from the works of Dr. Spranger and Allport determines what motivates people.
Emotional Intelligence comes from the works of Dr. Howard Gardner and Daniel Goleman among others. In sales people buy first on emotions first. Knowing one’s emotional intelligence can provide a significant competitive advantage.
NEWSFLASH:
ONLINE FREE ASSESSMENTS WITHOUT A THOROUGH DEBRIEF BY A CONSULTANT WHO IS CERTIFIED IN THAT ASSESSMENT MAY LEAVE YOU WITH THE WRONG INFORMATION AND PERCEPTION.
Finally an organizational assessment determines the “culture” of the small business. Peter Drucker said “Culture would eat strategy for breakfast.” In today’s world, I would add “for lunch, dinner and all snacks in between.” D.I.AL.O.G. is based on Baldrige criteria and supports closing performance gaps as well as misalignment. Both the very small to the super large organizations have cultural issues and cultural gaps.
Come back tomorrow to read the Step Two
Graphic courtesy of Pixabay.com
Leanne M. Smith, MS, GRI, rCRMS
219.508.2859 MST2018 KGVAR Rookie Realtor of the Year-55+Life Begins Where the Pavement EndsConnect with me on LinkedIn:http://www.linkedin.com/in/leannehoaglandsmith
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