Are you a Master?

January 17, 2017 by Shirleen Von Hoffmann Leave a reply »

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.                     

Vanna white 3                                                                 tony robbins

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.

Happy Sales!

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