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

1,562 views

Published on

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!

-----------------------------------------------

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!

Published in: Real Estate, Business, Technology
0 Comments
4 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,562
On SlideShare
0
From Embeds
0
Number of Embeds
284
Actions
Shares
0
Downloads
0
Comments
0
Likes
4
Embeds 0
No embeds

No notes for slide

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

  1. 1. Less Telling, Less Selling - Shut Up And Let Them Buy! Presented by Doug Chasick Proudly sponsored by: by:
  2. 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. 3. “In life, you either have the results you want or the reasons for not having those results.”
  4. 4. what’s in it for me?
  5. 5. more appointments
  6. 6. = more tours
  7. 7. = more leases
  8. 8. = more NOI
  9. 9. = happier owners
  10. 10. = less hassle
  11. 11. so listen carefully
  12. 12. Communicate How Your Prospects/Residents Want You To! Introducing the industry’s 1st iPad Chat App!!! http://www.contactatonce.com/for-apartments/
  13. 13. agenda
  14. 14. • it’s all in your head • perception is reality • life is sales • measurement • back to basics • pay attention
  15. 15. it’s all in your head
  16. 16. QUESTION How many closing questions should you ask before you stop closing?
  17. 17. the rule of sevens . . .
  18. 18. I can’t, I won’t . . .
  19. 19. perception is reality
  20. 20. who you see . . .
  21. 21. who they see . . .
  22. 22. life is sales
  23. 23. competing for customers
  24. 24. why do people move?
  25. 25. why do people stay?
  26. 26.  Tripling Referral Rates  NAA, Brainstorming, AIM Speakers  Investors include Facebook Fund RentMineOnline Highlights Established Online Resident Referral Program Sales@RentMineOnline.com
  27. 27. measured gets done
  28. 28. what are you measuring?
  29. 29. measuring leasing success conversion closing time to move in
  30. 30. measuring customer satisfaction time to resolve renewals referrals
  31. 31. back to basics
  32. 32. it’s all about them
  33. 33. 80/20 rule
  34. 34. sales 101 greeting & building rapport qualifying & needs presentation appt/lease follow up
  35. 35. QUESTION What is the most important step in the sales process?
  36. 36. sales 101 greeting & building rapport
  37. 37. sales 101 greeting & building rapport qualifying & needs
  38. 38. sales 101 greeting & building rapport qualifying & needs presentation
  39. 39. sales 101 greeting & building rapport qualifying & needs presentation appt/lease
  40. 40. sales 101 greeting & building rapport qualifying & needs presentation appt/lease follow up
  41. 41. pay attention
  42. 42. wants  to be gotten  friendly  feel special  value
  43. 43. you  attitude  think like a resident  details matter  problem solver
  44. 44. the new golden rule
  45. 45. do unto others as they want to be done unto.
  46. 46. summary
  47. 47. • it’s all in your head • perception is reality • life is sales • measurement • back to basics • pay attention
  48. 48. it’s all about THEM!
  49. 49. “In life, you either have the results you want or the reasons for not having those results.”
  50. 50. the end
  51. 51. 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
  52. 52. 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.c

×