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Nov 3

  1. 1. Conversion, Relationships, and Retention<br />Sales Meeting<br />November 3, 2010<br />
  2. 2. Video<br />How to Sell Like a Pro<br />Featuring Andrew Patricio from BizLaunch<br />
  3. 3. Provide Information<br />Build..<br />Rapport<br />Connections<br />Trust<br />Value<br />By Being…<br />Knowledgeable<br />Supportive<br />Non-pushy<br />Responsive/Available<br />Giving<br />Caring<br />
  4. 4. Customer Focused Selling<br />Get into their head!<br />Find out what they are thinking<br />Adapt your sales process to sync with their buying process<br />Set Goals- realistic, measurable<br />Manage Expectations<br />Provide what you say you will<br />Don’t like to be sold, but love to buy<br />
  5. 5. Add Value<br />Remember: <br />You are a licensed professional!<br />You are trained to do something that not everyone can!<br />You are an educator and an advisor!<br />Stop trying to get them to love you, and instead get them to be interested in the value you offer<br />
  6. 6. Value Story Campaign<br />What attracted your current/previous clients should attract new clients<br />Innovations in your service /product<br />Important differences between you and competitors<br />Compelling reason to buy/use your service<br />Unique strengths: Downfalls of Competition<br />Customer Satisfaction<br />Expertise<br />Longevity & Experience<br />
  7. 7. Effective Communication<br />Be Responsive!<br />Clients expect quick replies to inquiries for information<br />Reassuring, necessary<br />Communicate often, and well<br />Benefits you, or the property, offer the client are not benefits until they are communicated to the client<br />
  8. 8. Explain Benefits<br />Comps/CMA’s<br />MLS Sales Data<br />Obtain Copy of Historical Documents<br />Suggest Targeted Pricing Strategy<br />Review documents for loopholes<br />Staging Guide<br />DOM Explanation<br />
  9. 9. Conversion<br />Prove that you are…<br />Invaluable<br />Relevant<br />Connected<br />Interested, and can<br />Handle Objections<br />Display knowledge<br />
  10. 10. Purple Cows<br />What makes you better than the competition?<br />Be able to communicate what makes you stand out<br />Take time to name your purple cows!<br />
  11. 11. Don’t Convince Them<br />Educate them!<br />Provide enough information for them to <br />reach their own conclusions<br />make an informed decision<br />Sales is a social and communicative art, not a procedural job<br />If they value your perspective, they will find you persuasive<br />
  12. 12. Ask the right questions!<br />“Get to know you” Business<br />Reveal core wants and needs<br />Uncover Issues<br />Isolate preferences<br />Make decisions easy for buyers<br />Motivate action<br />
  13. 13. Questions that Sell<br />Appeal to all of the buying motives, consistently appeal to the ones that evoke a response<br />Pride of Ownership<br />Security and Protection<br />Emotional Satisfaction<br />Desire for Gain, usually financial<br />Comfort & Convenience<br />Fear of Loss, usually financial<br />
  14. 14. Ask for More<br />Never guess or assume<br />If a client says, I need 3 bedrooms..<br />Ask how they will use it! <br />You can be creative when showing homes<br />If they say, It is priced to high…<br />Ask in comparison to what?<br />You gain knowledge on what they have been looking at, what they value, what they can afford, what areas of town they’re interested in<br />
  15. 15. Listen<br />Be present<br />Eye contact: connect<br />No Interruptions, Questions or information<br />Avoid Distractions- i.e. cell phone<br />Take notes! Note their body language as well<br />Ask Questions with sincere interest, keep an open mind<br />
  16. 16. Value vs Want<br />Wants can lead you on the wrong path<br />Everyone wants everything for nothing<br />Examples of Values: <br />Time<br />Fair price<br />Quality<br />Service<br />Peer Perception<br />Competitive Offers<br />
  17. 17. Empathy<br />Buying a home is an emotional purchase<br />Ask them to tell you their story<br />React to fear with sensitivity , try to determine its source<br />Be interested in the client!<br />
  18. 18. Discuss Expectations<br />Provide guidance along the way<br />Determine:<br />Must haves<br />Nice-to-haves<br />Relative importance of each<br />Weigh options and offer insight<br />
  19. 19. Sell Your Solution<br />Clients don’t want your product or service, they want what it can do for them<br />i.e. drill bit<br />Deliver proposal focused on your buyer rather than on yourself, your company, etc.<br />Remove any doubts about your ability to deliver results<br />Take the idea in their head, convert it into a reality they can afford<br />
  20. 20. Credibility<br />Professional Approach<br />Knowledge<br />Service<br />Solutions that work<br />Adapting to the customer<br />Deal with complaints quickly and efficiently<br />Communicate often<br />Testimonials<br />
  21. 21. Honesty & Integrity<br />Give specific, honest answers<br />If you don’t have the answer, get it! Respond quickly!<br />Building trust is the key to building the relationship– and will get you referrals!<br />Work hard<br />Value the clients time<br />
  22. 22. Customer Retention<br />Replace “have to” with “get to”<br />Become business partners with your clients<br />Work together for a common goal<br />Create win-win situations<br />Anything less than outstanding fails…<br />To set you apart<br />To demonstrate your excellence<br />Give you an edge<br />Leave client knowing that doing business with you is absolutely the best decision they could make<br />Send Thank You Notes!<br />
  23. 23. You’re the Expert<br />The better you are at positioning yourself as an expert on someone’s concerns, the closer you are at being seen as having the expertise to address them.<br />
  24. 24. Bring the Energy!<br />Selling should be fun! No ones likes a hard sell..<br />Moods are contagious<br />Focus on your state of mind<br />Not buying the house, buying the experience with you<br />Bring out the best in yourself, and it will bring out the best in your customers!<br />Process vs. Outcome- What are you focused on?<br />They know you’re paid on commission… don’t make them feel like you’re focused on it<br />
  25. 25. Questions??<br />