By Shirleen Von Hoffmann President and Sales Coach for Home Builders Edge Copyright 2011
After training and coaching Sales People for many years, I find there are two types of Sales People, those who take charge and those who wait. 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 leads a group, organization, country… someone who has control or power over others: a person who has become very skilled at doing something.
When I think of a Facilitator I think of Vanna White. She swings her arm in front of whatever prize she is showing as if to say, TA-DA!! She is a shower, as if you didn’t know that was a car she was presenting.
When I think of a Master I think of Tony Robbins or maybe Donald Trump. They both have created sales empires for themselves through hard work and dedication.
Facillitator: Gets depressed when they hear bad market news.
Master: Doesn’t listen to the news, too busy marketing.
Facilitator: When no traffic spends time on phone with friends.
Master: When no traffic spends time calling prospects.
Facilitator : Sits in the community waiting for prospects to come.
Facilitator: Makes minimal money in down markets.
Master: Makes money in all markets.
Facilitator: Writes down how much they want to make each year.
Master: Goal sets, stating when, why and how they will achieve.
Facilitator: Shows up to work and waits for clients.
Master: Shows up with a list of tasks, marketing and networking.
Facilitator: Asks, “How did you find us today?”
Master: Greets client with a welcome and gives and gets names
Facilitator: Gets tongue tied and when asked what you do.
Master: Has a 30 and 60 second commercial about what you do.
Facilitator: Follows along.
Master: Takes Control.
Facilitator: Says, “Here’s what we have!”
Master: Says, “Tell me what you are looking for.”
Facilitator: Asks, “Do you mind filling out a card for us?”
Master: Fills out card and learns key items about the prospect.
Facilitator: Files card in desk drawer due to call reluctance.
Master: Uses info on the card to provide meaningful follow up.
Facilitator: Says, “Our Models are out that door”
Master: “Let me show you a model that will be perfect for you!”
Facilitator: Says, “Let me know if you have any questions!”
Master: Says, “Is there any questions I have not answered?”
Facilitator: Presents obvious features like Vanna White would.
Master: Sells benefits by what is important to the prospect.
Facilitator: Answers Questions.
Master: Asks Great Questions that gets prospects talking.
Facilitator: Ask if you would like to tour the homes alone?
Master: Comfortably Initiates a tour.
Facilitator: Is quiet during tour and stands to the side of the room.
Master: Constantly room and plan closing.
Facilitator: Wonders what prospect is thinking.
Master: Knows by asking questions if they are on target or not.
Facilitator: Open Cabinets and say, “Here are the cabinets…”
Master: Asks, “Can’t you see cooking dinner in this kitchen?”
Facilitator: Sells Features.
Master: Sells Benefits.
Facilitator: Use time with prospect to answer questions.
Master: Uses time with prospect to build trust and rapport.
Facilitator: Asks, “If you have been qualified?”
Master: Says, “Let’s sit down and I’ll run numbers for you!”
Facilitator: Says, “Well I hope to see you again.”
Master: Says, “Let’s make an appointment to write this up!”
Facilitator: Says goodbye, thanks for visiting us today.
Master: Asks, “Ready to write a check & make this your home?”
Facilitator: Assumes client will come back if they are interested.
Master: Follows up with multiple calls, emails, texts and 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, as a good friend—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.
Our 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 peak. Happy Sales!