Salesmanship – A Positive Impact Will Build Lasting Relationships When I was in college, I was in the market to buy a car. I was leaning heavily towards the Trans-Am, which had been made popular by the movie, “Smokey and the Bandit.” As part of my research, I stopped in to a Triumph dealership to […]
Salesmanship – The Art of Delivering Bad News
Salesmanship – The Art of Delivering Bad News As a trusted real estate advisor, it’s your responsibility to anticipate the “what-if’s” and is “is it possible’s”. It’s also your responsibility to help your clients reach logical conclusions while overcoming emotional responses. This can be very difficult, especially when egos are involved. It’s not uncommon for buyers […]
Turn Your Novel Into A Short Story
One of the key ingredients to sales success involves the concept of KISS (Keep It Simple Salesman). This concept applies to every communication you have with buyers, sellers, and your entire sphere of influence. It’s designed to remind professionals to stay brief and to the point. JKF was considered to be a great Orator. Every […]
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 in the form of a statement. […]
Salesmanship: Use Visualization to Prove a Point
It’s been said that a “picture is worth a thousand words,” so it stands to reason using a picture to tell a story makes a great deal of sense. This is especially true when it comes to motivating buyers and sellers to make a decision. If your strategy is to map out a logical argument […]
“I Would Rather Save You Money Than Be Your Friend”
Many agents are overly concerned about putting too much pressure on their buyers and sellers. They rationalize that if they are too pushy, they will be perceived as just a “salesman”. In truth, by being too cautious, an agent can easily lose credibility with their clients. Human beings in general, like to follow a leader […]
Salesmanship – Stop Using “I”
Stop Using “I” There’s a story that’s told about a personable guy at a social event who meets someone for the first time and proceeds to spend the next thirty minutes talking about himself. Realizing that he hasn’t given the other guest an opportunity to share their views, he immediately apologizes and says, ” But, […]
Salesmanship – Only a Few More “No’s” To Go!
2014 Salesmanship – Only a Few More “No’s” To Go! Sales Professionals tend to get intimidated when they hear the word “No”. The response is usually: “Oh my gosh, what do I do now?” That is not the way to view a “No” response. If the response from you prospects was always “Yes”, the job […]
No More Squeaky Wheels
There is an old cliché that states, “The squeaky wheel gets the grease”. This is a strategy that a small percentage of the population applies to make sure they always get what they want. These people know that the more they complain or annoy people, the more likely they are to get their attention or […]
No More Squeaky Wheels
There is an old cliché that states, “The squeaky wheel gets the grease”. This is a strategy that a small percentage of the population applies to make sure they always get what they want. These people know that the more they complain or annoy people, the more likely they are to get their attention or […]