Posted in Business Owner, Decision Making, Goal Setting, Real Estate Sales, Sales Management, Sales Prospecting, Sales Team Building, Sales Technique, Sales Training, Self Improvement on December 23rd, 2006 No Comments »
by Dirk Zeller
Sales is a numbers game. Prospecting is a numbers game, as well. The problem is too few agents actually know their numbers and how to track them.
The information below will help you understand and set objectives for your ratios of contacts to leads, leads to closings, appointments to contracts, and contracts to […]
by Tony Dimech
We all know that when you’re bursting with confidence and enthusiasm you’ve a far greater chance of making that sale. It’s all about attitude. If you’re in the wrong frame of mind when you start talking to your potential customer then you won’t sell a bean. After all, if you don’t sound passionate […]
by ChangingMinds.com
There are a number of ways you can view customers and their personality, including the various preference spectra and their beliefs about people. The common personalities are: The Child, The Judge, The Adult, The Bargain-Hunter, and The Negotiator.
Here are a few common personalities:
The Child
A few customers are naive, trusting and open, like a […]
by Andre Bell
Far too many people waste time pursuing leads that refuse to pick up the phone or return calls. In your initial interactions, the prospect seemed ‘hot’ for your services. You did your song and dance. You sent literature. Now, nothing. The prospect has turned cold to all attempts to further the selling process.
Posted in Marketing, Sales Training on December 21st, 2006 No Comments »
From C.J. Hayden
Recently, a client of mine complained, “I’m really good at what I do. I shouldn’t have to market myself.” In fact, he is quite good at his profession, but the problem is that not enough prospective clients know about him. Like many professionals, he is reluctant to talk about his accomplishments. “It feels […]
Posted in Business Owner, Decision Making, Goal Setting, Sales Closing, Sales Prospecting, Sales Qualifying, Sales Team Building, Sales Technique, Sales Training, Self Improvement on December 20th, 2006 No Comments »
by Gary Jones
“Age wrinkles the body. Quitting wrinkles the soul.” Douglas MacArthur, U.S. General
When prospecting, when is enough, enough? Do you try to contact a potential client one, three, ten or one hundred times? When do you quit?
Do you believe?
Do you really believe that your product/service is a fit or need […]
by Dirk Zeller
Getting clients to reduce their price is not a mystical happening. It must be done methodically. Top-gun agents have a set system to get price reductions. It is followed to the letter no matter the price of the property, economic conditions of the market place, or the client. There are five steps to […]
