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Less Telling, Less Selling - Shut Up And Let Them Buy!

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It’s simple – the less we talk, the more they buy! Focus on what’s REALLY important: building rapport and determining the customers’ needs instead of presentations and closing. Selling is NOT about …

It’s simple – the less we talk, the more they buy! Focus on what’s REALLY important: building rapport and determining the customers’ needs instead of presentations and closing. Selling is NOT about closing techniques, overcoming objections and all the other so-called sales tricks that don’t benefit your customer. By focusing on “What’s In It for Them”, being interested instead of interesting, having a conversation instead of a presentation, and being a problem solver, you’ll return to your office with the tools and attitude you need to be a Sales and Leasing Superstar!

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About Doug Chasick, CPM®, CAPS, CAS, Adv. RAM, CLP, SLE - A multifamily professional with over 35 years experience, Doug is the recipient of the 2010 NAAEI Apartment Careers and Education (ACE) Award for Professional Educators. He is the Senior VP of Multifamily Professional Services for CallSource and a Senior Instructor for NAAEI. You can contact Doug at 888-222-1214 or dchasick@callsource.com.

This webinar would not be possible without the support of our amazing sponsors, RentMineOnline and Contact At Once! So please take a moment to check them out!

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  • 1. Less Telling, Less Selling - Shut Up And Let Them Buy!
    Presented by Doug Chasick
    Proudly sponsored by: by:
  • 2. Telling Ain’t Selling:Shut Up and LET THEM BUY!
    with
    Doug Chasick, CPM®, CAPS, CAS, Adv. RAM, CLP, SLE, CDEI
    Senior VP, Multifamily Professional Services
    CallSource
  • 3. “In life, you either have the results you want or the reasons for not having those results.”
  • 4. what’s in it for me?
  • 5. more appointments
  • 6. = more tours
  • 7. = more leases
  • 8. = more NOI
  • 9. = happier owners
  • 10. = less hassle
  • 11.
  • 12. so listen carefully
  • 13. Communicate How Your Prospects/Residents Want You To!
    Introducing the industry’s 1stiPad Chat App!!!
    http://www.contactatonce.com/for-apartments/
  • 14. agenda
  • 15. it’s all in your head
    perception is reality
    life is sales
    measurement
    back to basics
    pay attention
  • 16. it’s all in your head
  • 17. QUESTION
    How many closing questions should you ask before you stop closing?
  • 18. the rule of sevens . . .
  • 19. I can’t, I won’t . . .
  • 20. perception is reality
  • 21. who you see . . .
  • 22. who they see . . .
  • 23. life is sales
  • 24. competing for customers
  • 25. why do people move?
  • 26. why do people stay?
  • 27. Established Online Resident Referral Program
    RentMineOnline Highlights
    • Tripling Referral Rates
    • 28. NAA, Brainstorming, AIM Speakers
    • 29. Investors include Facebook Fund
    Sales@RentMineOnline.com
  • 30. measured getsdone
  • 31. what are you measuring?
  • 32. measuring leasing success
  • 35. measuring customer satisfaction
  • 38. back to basics
  • 39. it’s all about them
  • 40. 80/20 rule
  • 41. sales 101
    follow up
    appt/lease
    presentation
    qualifying & needs
    greeting & building rapport
  • 42. QUESTION
    What is the most important step in the sales process?
  • 43. sales 101
    greeting & building rapport
  • 44. sales 101
    qualifying & needs
    greeting & building rapport
  • 45. sales 101
    presentation
    qualifying & needs
    greeting & building rapport
  • 46. sales 101
    appt/lease
    presentation
    qualifying & needs
    greeting & building rapport
  • 47. sales 101
    follow up
    appt/lease
    presentation
    qualifying & needs
    greeting & building rapport
  • 48. pay attention
  • 49. wants
  • you
  • the new golden rule
  • 56. do unto others as they want to be done unto.
  • 57. summary
  • 58. it’s all in your head
    perception is reality
    life is sales
    measurement
    back to basics
    pay attention
  • 59. it’s all about THEM!
  • 60. “In life, you either have the results you want or the reasons for not having those results.”
  • 61. the end
  • 62. Doug Chasick, CPM®, CAPS, CAS Adv. RAM, CLP, SLE, CDEI
    The Apartment Doctor™
    Senior Vice President, Multifamily Professional Services
    DChasick@CallSource.com
    www.CallSource.com
    www.Facebook.com/Aptdoctor
    www.Twitter.com/Aptdoctor
    1-888-222-1214
  • 63. Thank You!
    Doug Chasick
    dchasick@callsource.com
    (888) 222-1214
    Ed Spiegel
    ed@rentmineonline.com
    Jill McNiesh
    jmcniesh@contactatonce.com
    (425) 444-5455
    (http://www.MultifamilyInsiders.com)