By Shirleen Von Hoffmann CEO Coaching Executive Officer for Home Builders Edge Copyright 2011
After coaching Sales Professionals and being a Top Producer myself, I find there are two types of Sales People, those who have a plan for success and those who don’t. Those who wake up and go after it using every minute of the day and those that just show up. Those who engage and refine skillsets and those who don’t. Those who are in the top 10% and the 90% who aren’t. It’s why 10% of Sales People do 90% of the Sales. What I like to call…people who are Sales Masters or Sales Facilitators. Here is a Wikipedia description of both.
Facilitator: one that facilitates: one that helps to bring about an outcome by providing indirect or unobtrusive assistance, guidance.
Master: a powerful person who controls or influences what other people do: a person who has become very skilled at doing something.
When I think of a Facilitator I think of Vanna White. She looks good, swings her arm in front of whatever she is showing as if to say, TA-DA!! She shows you things, and you could hire anyone to do what she does.
When I think of a Master I think of Tony Robbins. He has created an empire through hard work and dedication. No one is quite like him, he has mastered his business and his skillsets.
Sales Facilitator Sales Master
Shows up to work for the paycheck Comes to work, fully engaged
This this is a pretty good job Runs their business with clear vision
Gets depressed over bad market news Doesn’t watch news, too busy marketing
Spends time on phone with friends or FB Calendar is filled, with scheduled calls
Sits in the office waiting for prospects Out and about, networking
Slow in down markets Makes money in all markets
Writes down how much they want to make Goal sets, has a clear vision and plan
Shows up to work and waits for clients Has list of tasks, marketing and meetings
Go blank, when asked what you do Has a 30 second ad about who I am
Follows along Takes Control and leads the sale
Says, “Here’s what we have!” Says, “Tell me what you are looking for.”
Says, “Call me with questions!” Says, “any questions I haven’t answered?”
Presents obvious features Sells benefits by what’s important to client.
Answers Questions Asks Great Questions to get client talking
Wonders what client is thinking Knows by asking closing questions
Sells Features Sells Benefits
Uses time with client to answer questions. Uses time with client to build trust & rapport.
Asks, “have been qualified?” Says, “Let’s sit, I’ll run numbers for you!”
Says, “Well I hope to see you again” Says, “Let’s write this up, before it’s gone!”
Says, “goodbye, thanks for visiting us today” Asks, “Ready to make this your home?”
Assumes client will return, if interested Calls, emails, texts and sends letters
I challenge you to take a look at the list I am providing and honestly rate yourself. Are you a Facilitator or are you a MASTER? I can guarantee you, in this market, Employers are only looking for Masters. The sooner you become a Master of your trade, the sooner you will be happier, feel more in control of your life, your money and your future. You will rise to the top and stand out amongst your peer group, which will make you more in demand Sales Person and a Top Producer.
If you find you are a Facilitator and want to become a Master, contact us for some individual coaching. You will work with a highly skilled coach selected to closely match your individual needs. Your coach will empower you with the extraordinary leverage of accountability—someone who understands your ultimate desires and supports those desires. Your coach will help measure, monitor, manage, and support you to ensure that you keep your word to yourself, and take the consistent action that leads to the results you desire most.
My Coaching program will give you a true competitive edge, but you must step up as well. Commit with a passion and a focus that your life deserves. We’ll bring you extraordinary resources for powerfully improving the quality of your personal and professional life. Then you can truly experience the powerful momentum that comes from living life at the Top.