Archive for April, 2012

Bringing the A game

April 26th, 2012

“The best way to predict your future is to create it.” Once you know your mission and your goals, that’s the time to get down to the business of doing it and doing it really well. I call it, “Bringing your A Game!” It’s so in every field of endeavor. In other words, Marketers must market. Salespeople must sell. Managers must manage, and Builders must build.

But too often, people are locked into habits that prevent them from moving ahead or jobs they don’t like. They get stuck, they invent excuses, they procrastinate, and they doodle instead of seeking to write their signature boldly. They don’t give it their all and then wonder why they are not successful.

So, don’t give up on your dreams, but instead, pursue them with passion.  Because whatever you do, you should be passionate about it!  What is it that makes you come alive?  What do you Love? What is it that fills you with joy?  Whatever it is, do it passionately, give it your all and you WILL be successful.

Let me know if I can help!  Now go have a great Sales Weekend!

You are never to old for a growth spurt!

April 20th, 2012

Shirleen Von Hoffmann Business Development Coach for HBE and Vortex Sales Solutions  Copyright 2012

As I went for my walk today, I noticed my grass had grown double this week than last.  With our recent rain and then the spring sunshine, it just shot up!  Which got me thinking about growth and how everything is meant to grow OR it dies.  Once anything in nature stops growing, it dies.  As babies, then children, then teens we were growing by leaps and bounds.  We must remind ourselves as Adults to continuing growing ourselves in many different ways.  Because when we grow, we are revitalizing and rebirthing ourselves. We are born to aspire ourselves upward and be ever changing and growing.

So the first argument I get on this is time…I don’t have time to start something new…blah, blah, blah…

Here are 15 ways to help you to grow…at work…doing what you do, that won’t take any time at all. It’s fun to grow so make it fun!

  1. Give up 15 minutes of TV for 15 minutes of attitude adjustment, read something inspiring.
  2. Make it a challenge to find out more about your customer than your own product.
  3. Make it a goal to get 100% visitor card capture and have lots of client personal facts on them.
  4. Connect through networking, social media and social networking-go where your customer goes…arrive first and leave last and take lots of business cards.
  5. What is your value proposition?  Do you know?  Do you make sure to let others know?
  6. Engage so people want to buy– Think about questions.  Ask engaging questions.  Definition of engaging question? A question that makes them stop and think, consider new information and respond to you.  Have a dozen or so.
  7. Objections-What stands behind you and the sale?  Build your objections into your presentation.
  8. Buying motive is key to a sale. What is your prospects motive for buying?  Do you know?
  9. Manipulation is out relationships are in…you can’t manipulate your way to a relationship…you must create value.  How are you creating value to your prospects?
  10. Stay in Touch-Communicate a value message, consistently or you will lose them.
  11. Follow Through & great customer service – 365 24/7
  12. Raise the Bar – Be Great- Set the Standard
  13. No one wants to be closed, people want to be helped…Today people do their research before they walk in the door.  You have to help them find what they need and give it to them.
  14. What are your buyers specific goals, plans and objectives? Did you find that out during the visit and write it down?
  15. When the prospects leaves, ask yourself; ”Did I maximize my time with this prospect?  What could I have done better?”

These are just a few small steps to making you grow towards being the best you can be!

Happy Sales and Happy Spring!

New vs Resale: New Kitchens Rock!

April 6th, 2012

It’s a tool used and known by stagers and decorators across the nation. A kitchen can sell a house.

A kitchen is the heart of a home. This is true in every nation. Kitchens are where we spend much of our time and with our families. It’s the room where we nourish our families and our spirits.

Kitchens today are different from resale kitchens.  They are important to entertaining with their open floor plans, they can be a focal point and the focus of your prospects.  It’s because of this that kitchens play such an important role in the buying process and when a prospects is comparing resale to new.

This one room is the showpiece of the house. You’ll see it every day and your guests will see it during most visits. This means buyers want homes with beautiful, up-to-date kitchens.

In Resale however, kitchens, can be one of the most expensive rooms to renovate. These projects can also be the most labor and time intensive of all home renovations. It’s not just a new layer of paint.  It can be a complicated and expensive including granite, countertops, flooring,  cabinets, fixtures, appliances, tile…

Are you reminding your new home buyers who are comparing you to resale of this?

Do you know how much a typical kitchen remodel is so you can easily quote it?

Scope out the competition.

Use open houses in your area

Take pictures of the kitchens on your IPad or I phone put your pictures of your models next to it and show your buyer swiping back and forth, from old to new.  It’s a very effective visual that gets the point of old vs new across quickly and effectively.

Do older homes have new solid wood cabinets and granite counters in today’s designer colors? Do they have floorplans that are modern and utilize the space to include family and friends?  Are they including new stainless steel appliances and dishwashers? I doubt it?

The bottom line is a kitchen can sell a home. Do a little research and find out how your kitchens compare with your competition and resale and talk up those benefits.

And finally, don’t forget to ask if a kitchen is important to them and dig deeper to find out the why’s…then it’s easy to show them the kitchen that fits their particular needs!

Have a great weekend and Happy Sales!

Spring Renewal – Happy Easter!

April 6th, 2012

by Shirleen Von Hoffmann Business Development Coach for HBE and Vortex Sales Solutions.

I don’t know about you, but Spring is my favorite season.  I get excited seeing the new blossoms and the warmer temperatures  of spring.   My thoughts on Spring are, it’s a wonderful time to renew, just as nature is renewing.  To check in with one’s self.  Are you on a good path to having a great year or have you let yourself get off track?

Since this is time of renewal, it is a good time to take this a step further, and reflect on everything we are doing;

  • Are we going in the right direction?
  • Do we have a direction?
  • How are we getting there?
  • Have we mapped it out?
  • Are we happy doing what we do?
  • Do we let that happiness lead us each day?
  • How can we can do what we do better, be happy and GROW?

I hope you enjoy a wonderful Easter with your family, even if it’s a work day.  I also hope you take some time this spring to check in with yourself and your direction to make sure you are on track for a great year!  Happy Sales!

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