2016 Salesmanship It Doesn’t Matter What You Think All too often talented, knowledgeable, and successful agents can hardly wait to voice their opinion. They reason that knowledge is power. And, if they have all of the answers, why shouldn’t they impress their clients with their intellectual prowess. In theory that strategy may seem to […]
2016 Salesmanship: The Secret to Exponentially Expanding the Impact of Your Message
2016 Salesmanship The Secret to Exponentially Expanding the Impact of Your Message How many times have you found yourself pulling your hair out dealing with a client who just doesn’t seem to “get it?” The facts you’re presenting are undisputable. You’ve told them over and over again, yet they remain steadfast in their unwillingness […]
2016 Salesmanship: It’s Not About Knowing All the Answers, But How to Find Them
2016 Salesmanship It’s Not About Knowing All the Answers But How to Find Them Every wise man must know one thing: A nuclear engineer was fortunate enough to be offered an engineering position building nuclear power plants for Bechtel Corporation. Despite the fact that there were many other brilliant engineers that worked for the company, […]
Using the Pareto Principle to Become a Top Salesperson
Using the Pareto Principle to Become a Top Salesperson It’s a well-known fact in corporate America that 80% of all the revenue generated by a company comes from just 20% of the sales force. Few sales professionals share the majority of revenue while the majority of sales reps are competing for a tiny slice of the […]
The Best Voicemail Messages
The Best Voicemail Messages Motivating people to return your calls is an art. You can even think of it as a challenge. So, what’s the best way to get people to call you back? The following rules are a must: The message you leave must be different from any other message they will hear. It […]
2015 Salesmanship- Just Ignore It
2015 SALESMANSHIP Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is especially common during negotiations. Emotions can run high and buyers and sellers may say things to vent frustration, or sometimes just as a strategy to motivate their agent to […]
2015 Salesmanship- Use “Tie-Downs” to Reinforce
2015 SALESMANSHIP Use “Tie-Downs” to Reinforce Make this technique a natural part of your sales presentation process. The art of asking questions to close a deal is one of the most important and most difficult skills to develop. Many agents do a great job identifying recommendations for their clients, but they inadvertently present them […]
2015 Salesmanship- Never Say “I’ll Try”
2015 SALESMANSHIP Never Say “I’ll Try” It’s remarkable how often you’ll hear people say, or perhaps even say yourself, “I’ll try.” What a mistake. This phrase is one of the most limiting phrases in the human vocabulary. When someone says, “I’ll try,” they’re instantly disqualifying the potential success they will experience. What they’re really […]
2015 Salesmanship- The “If You Were to Buy (Or Sell) Today” Close
2015 SALESMANSHIP The “If You Were to Buy (or Sell) Today” Close A widely accepted belief and Metamorphosis key principal of success states that: “People learn through spaced repetition.” In other words, when you hear or do something over and over again, it becomes a standard accepted belief or practice. To talk about spaced […]
2015 Salesmanship- Great Questions to Ask Your Seller
2015 SALESMANSHIP Great Questions to Ask Your Seller Every homeowner that wants to sell their property should answer the following questions: What would it mean to me if I were to sell my property? What are the carrying costs for keeping the property including principal, interest, taxes, insurance, repairs, maintenance, HOA or POA dues? […]