Archive for May, 2012

Your Value

May 26th, 2012

What is your Value?

One of the first things I do with my private coaching clients is challenge them to discover their Value proposition.  Now the term value proposition has been tossed around in business and in sales, so  much so that it has lost it’s value proposition.  Many Sales People don’t really know what I am talking about. Few people, however, seek to understand what a value proposition really is. Indeed, ask ten people to define value proposition and you’ll probably get ten different definitions.

So let me give you one that you can use: a value proposition is the collection of reasons why someone buys. That’s it! It’s not a statement that has a key benefit or two that you can use in a tight or capsulized way to describe why people buy. The value proposition is actually why they buy.

But when I ask you,  “what is YOUR value proposition?”, I want to know why people want to buy from YOU?

Do you know why people would want to buy from YOU?

Do you have that value imprinted in your memory so you can tell someone quickly what your VALUE is?

What do you bring to the table?

At first when trust and rapport isn’t established, people may buy from you for different reasons. Perhaps they were comparing you to competitors, or they fell in love with your home.

But once they get to know you, what will they say about you when they walk away?

Are you a referable partner?

What Value proposition do you imprint on to your clients so they refer you and on prospects so they buy from you?

Give it some thought, it’s one of the most important things you can do on a Sales and personal level.

If you need help, call me or email me!  Because my value proposition is that, I help Sales People develop their business in an easy to follow method that helps them realize their goals and dreams.

Happy Sales!

Choose your friends wisely!

May 22nd, 2012
It is proven that those who you CHOOSE to surround yourself with can influence your outlook and your interests.
I would invite you to be sure that you have a group of people in your life, that you choose to hang out with, who believe in you. It Choose positive thinkers who look for the good in life and the upward spiral of living.  Choose people who believe in your possibilities, who stand for your greatness and help you remember who you are when you may forget.

It is proven that those who you CHOOSE to surround yourself with can influence your outlook and your interests.
I would invite you to be sure that you have a group of people in your life, that you choose to hang out with, who believe in you. It Choose positive thinkers who look for the good in life and the upward spiral of living.  Choose people who believe in your possibilities, who stand for your greatness and help you remember who you are when you may forget.

You are the light of the world

May 21st, 2012

Have you ever been in a place where it’s very, very dark and you light one candle and you notice how much light one little candle can bring to an entire dark room?

Today be that light…

The gift of Choice

May 20th, 2012

One of our greatest gifts in life and the one we forget the most, is our right and ability to CHOOSE.  We choose our words, our attitudes, our response to others, our decisions,  our LIVES.  Never forget this power you have…choose the higher road, choose joy, choose happiness.

Really Listening

May 8th, 2012

I guess Sales People can learn something from our Dog friends…to really listen.

Thought for the day…

May 8th, 2012

In India, every day in the newspaper they have a section called “Mind Power”. They quote from different philosophers and teachers. Wow the things we are missing in our paper!

I think an exciting practice, that you and I can exercise, is to pick something to read every day that has mind power and a spiritual lesson in it. That might help develop the capacity each one of us requires to meet each day, on fire

The Blame Game

May 5th, 2012

Does this sound familiar?  

Mr Jones gave you a poor rating on the follow up customer service closing report to your Manager.  He said you didn’t respond to his needs in a timely manner.

First thing that goes across your mind is, “I can hardly wait to hear from my Manager on this!”  Second thing might be, “Man that guy was so hard to please, he complained about everything!”

You will always have failures with clients but use those opportunities as blessings. They are gifts to you.  Gifts from one client so you can fix the problem so the next one won’t experience it.  Opportunities to get better and make your team better.  Your manager will respect you more for fixing the hole in the process and admitting there was one, then pushing off responsibility or pointing blame.

I take the failure and use it to fix something in my process.  For instance if I have a client say, you didn’t return my call.  I will look at my system and see where the hole is,. And patch it, so it never happens again.  That is what Top Sellers do.  They use failure as opportunity.  They are the people who thrive all the time, in any market.  We have to be focused on thriving, not just surviving.  Seeing the bigger picture and the future is a trait I look for when coaching Rain Makers.

Making excuses for failures protects our egos. We have all done it and it seems to help, temporarily. But, making excuses has proved costly in the long run because excuses keep us from facing the truth about ourselves. It keeps us from going to work and correcting our mistakes, eliminating our weaknesses, developing our talents, and improving our character.  Usually the problem or failure will just pop up again at a later date.  Eventually it will ruin your performance.

How have you reacted to past failures? Did you point blame others and circumstances beyond your control, avoid facing the circumstances, and live in fear that something worse might happen? Did you chalk them up to bad luck or worse blame your prospect? Did you develop resentment against those who complained? Did you come to believe that you could never overcome difficult obstacles?

If this is how you reacted, you have missed some HUGE opportunity to grow. HUGE Lessons.  HUGE Gifts.

If you are going to point the finger of blame, point it at yourself. Face failures and missed opportunities analyze them, and commit yourself to develop a way to achieve better outcomes. Once you make the fix the problem goes away forever and you are a better Sales Person because of it.

Happy Sales

Changing it up

May 5th, 2012

I think we would all agree our market it much different now than let’s say six years ago.  The fact the market is changing all the time.  It’s why we love Real Estate…It’s never boring and always changing.

So with that said, we must always change as well.  We must always look at what we are doing and see if we can do it better. I like to remember things by daily events that I do, to remind myself.  So some of you know that when you shower, I like to think of that process as washing off all of the “stuff” you might get that adds up over time in your mindset.  Washing it off each day and starting fresh with clean thought and positive goals for the day.

Well another great tip is to do the same while changing your clothes and dressing for the day.  As you put on your outfit for work, think about ONE thing, you can do to change it up today.  One more thing you can do better than your competition.

Here is something simple and easy to focus:

Really learning to listen, paying full attention to who you have standing in front of you.  Paying attention is the best spend of your time with a prospect.

When you listen well to needs and deliver those needs, what you find is people feel heard by you. Very important. Many times you don’t feel HEARD, by the Sales Person. Personally, it drives me crazy. I believe it’s because many Sales People are busy thinking about what they are going to ask next.  We see it all the time when doing shops.  The shopper will give numerous buying signals while in the models and time and time again they are totally missed because the Sales Person is “doing their routine” and not REALLY listening.

So today I encourage you to think of some ways that a Sales Person has stood out to you in the past and pick a few of those things and put them into your routine.  Shop your Competion and be better than them…a lot better than them. Be different from them, very different.  Be willing to do what they don’t do.  Be willing to change it up today…in some way!

Simply the BEST-Better than all the REST!

May 5th, 2012

By Shirleen von Hoffmann Business Development Coach Home for Builders Edge and Vortex Sales Solutions Copyright 2012

It’s important that we don’t just look at how we’re doing as a sales team, but that we also compare ourselves to other teams. If we want to be excellent, we have to be willing to do things that other people are not willing to do. In other words we have to come up with newer, better, smarter ways to sell that leave an impression with our buyers.  We want them to walk away and say, “No one gave us their time like ______ did or she was the only one who seemed interested in us.  Sometimes it’s that one or two little things you might do, that  make you better than the rest.

What one thing can you do today to WOW your prospects that is simple and easy to fit in?

Here’s one idea to get your juices flowing…As you have prospects come in today and you spend time with them, really listen to their needs, wants and details they are giving you.  Write down all the details, address them right away and use them for follow up. So as an example if I tell you I don’t know if now is the time to buy, but I really like this home…I am saying I am scared and I need you to help me make my decision.

By being prepared and being able to show me some compelling third party articles that say now is the time to buy and spending time on addressing rates being an all time low, it will quell my fears, which will allow me to move forward as a buyer and make my buying decision.  People will be grateful that YOU were the one who spent the time with them, went the extra mile to pay attention to the need and provide what I needed to move me forward. It also makes you a sales pro in their eyes to be so well informed. That is the essence of sales! Is your competition doing this?

I will tell you the answer is most times, NO.

What one thing can you do today on your follow up that will WOW your propspects to make them remember you over all the rest?

Here’s one idea to get your juices flowing…Have a video of each one of your models on youtube.  When one of your prospects loves one of your homes and goes home to think about it, send them a link from you tube of your home as your follow up piece.  No better way for them to fall in love but to see it over and over again.  Is your competition doing this?  I will tell you that answer is NO.

I am doing some amazing fun things with my IPAD for sales teams.  It’s going to change how we sell and follow up.  It will really make you stand out from your competition.  I will be sharing these ideas in an upcoming summer IPAD series I will be doing.  So stay tuned if you really want to stand out from the pack!

Happy Selling this weekend!  Great sprint days for it!

Footer Image