Selling Mistake #2 – If you’re not taking notes; You’re wasting your time.

March 30, 2010 by Shirleen Von Hoffmann Leave a reply »

By Shirleen Von Hoffmann Presidient and Sales Coach of Home Builders Advantedge and Creating VIP’s copyright 2010

As I mentioned in my previous Selling Mistakes #1, you need to take notes in order to market smart.
What I have found is that a high percentage of New Home Sales People find it challenging to get a registration card filled out properly or sometimes not at all. So you can assume that if this is the case there is not a lot of notes being taken about the prospect.
My belief is this; If you’re not taking detailed notes regarding your prospects, then you are wasting your time and the Builder’s marketing dollars.

All Sales can be broken down into five stages;
1. Prospecting
2. Interviewing
3. Product presentation
4. Closing
5. Follow up
When you consider these five steps of a sale, you can start to see why taking notes is important. And why if you don’t you are wasting your time. Here’s why;

  • Why bothering asking questions if you’re not going to write down the answers? You certainly cannot remember all the detailed of the hundreds of visitors you get in a month period.
  • Why bother writing down the answers if you’re not going to use them to close or follow up?
  • If you don’t take notes how will you know all of the details that are important to them in their lives and in the home they are looking for?
  • How can you zero in on the right product for them if you don’t know these things?
  • How can you follow up with them efficiently if you don’t know these things?

Most all Agents make their notes on the back of the registration card. I say,” not good enough.” You must be prepared with something more detailed so you can quickly jot down all the pertinent facts you received during your visit. Then you should be entering all of the data you obtain on your follow up systems so you can follow up smart!
If you want to be a top producer then you must take a look at our follow up package. It not only gives you the flyers to follow up with but if gives you the probe sheet that helps you make quick notes of all the facts about your prospects.
By getting our CD’s Well just make your life a little easier and your Sales Capture rate a lot higher!
Happy Sales!

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3 Responses

  1. Del Barbray says:

    Excellent article on taking notes when you, the new home sales agent is speaking to a prospective buyer, Shirleen.

    I agree with you that the new home sales agent should take detailed notes for each prospective buyer that he or she speaks to. This is the only way to be able to know how you, the new home sales agent, can meet the needs, wants and desires of your prospective buyer.
    Keep up the good work.
    Thank you
    It’s a pleasure to know you.
    Del Barbray

  2. Tony Siciliano says:

    Ye old Chinese proverb: “The palest ink is better than the sharpest memory”.

    At the end of a sales call, you need to review what was disussed and relate them to the next steps to be taken by all parties invovled while securing their agreement on those next steps. If you fail to do that, then you are wasting your time and the customer’s time. Said customer will not be yours, but will be that of your competitor if s/he took notes and you did not. Bring a notepad with you, have an agenda, and summarize what took place and what comes next. If you think you can do that via your memory, then you had better find another way to make a living. Most of my business is conducted on the phone, and I have a couple of pages of new notes every day at a minimum.

    Again: “The palest ink is better than the sharpest memory”.

  3. Dear Shirleen:
    Thank you for your points of interest that you have shared with your audience.
    Once you obtain the buyer information it is even more important to place it in to the right programs.
    You will find Lasso data Systems to host and maintain the finest programs in the market today.
    Then you can contact, contact contact through the sale and closing easily and realtively effortlessly.
    ONwards and UPwards!
    Posted by S. Robert August, NAHB Life Dir., IRM Fellow, MIRM

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