Archive for November, 2009
I just watched the American Music Awards last night. Everyone in the show was really at the top of their game from the performers to the dancers and band members. It was really quite a show.
Which got me thinking about You. Are you the very best that you could be. From doing the secret shopping we do for builders around the nation I see that most Agents are not. Probably 90% of Agents are still not using any sales skills needed to sell in this tough market. Most are still acting and selling like they were five or six years ago.
Here are some tips you can use to get ready for 2010. I will be sharing more between now and the new year to remind you of “The Gold” you are missing everyday walking in the door.
You can read a lot of great articles on how to create urgency in your clients but how about creating some urgency in you? That’s where it should start. It’s so vital in this market and let me tell you why. Because every body walking through that door is like gold! Your Builder spent a lot of time, money and effort to walk that body through the door just for YOU! Just so you cold use your sales skills and sell them a home of their dreams. As a fellow salesperson, it’s just so hard to get a prospect to walk in the door, I would love it if someone would send them to me for FREE.
So realize your gold and cherish it. Do everything you can to improve yourself and your skills so that you are optimizing that prospect for a sale. Here are ten things you can start with.
1. Never let a prospect walk in the door without a great welcome greeting and taking the time to talk with them and get to know what they are looking for and what their lifestyle is like. » More: Creating Urgency Starts with YOU!
I frequently get asked to come into Sales Meetings and train sales professionals on “Closing Techniques”. In my experience poor closing skills are rarely the real issue. Many times Senior Managers may think their problem is poor closing, however; it is often missed steps like building rapport, developing trust, poor qualification and questioning skills. I have created training sessions that focus on closing techniques but this training will be ineffective if you have missed these important steps in the sales process. I don’t care what clever closing techniques you might choose to use on your prospects, they will not work when you have missed steps in the sales process. In fact trying to close without establishing these steps could surely sabotage your sale.
Failure to build rapport, trust and clearly understand the client’s needs by asking questions and listening for buying signals will render 99% of all closing techniques useless. In fact, it is proven that just building rapport and trust alone can represent as much as 65% of a sale.
When you build rapport, you build trust, when you have trust you can ask any question easily, when you ask sincere questions, you develop further rapport and find out their needs and wants, when you find out needs and wants, you can figure out what to sell to them and when you sell then what they want, they just buy! Closing becomes a little step rather than a bridge to cross. I teach Sales People this, “People don’t care about what you have to sell, they care about what they want and need…so sell them what they want and need”.
Any “closing” training must first cover all the other important steps of a sale. Closing is but one step in a process and really the last step in a sales cycle. If the earlier steps are handled properly – then closing is actually a walk in the park. This is one of the important reasons we do our training in order of a sale because a sale follows a definitive cycle; or should follow a cycle. One step leads to another. And Yes, you will have times where the prospect may throw you a curve ball and you may have to adjust your cycle but for the most part when you stay on your sales cycle and don’t miss steps, the curve ball comes back your way in the end with a YES!