Module 5: Selling by Phone<br />Module 5                                             Selling By Phone<br />	5.1……….…………….…...
5.1<br />Target Marketing<br />Identifying Target Market<br />	Macro (Prospecting Pyramid)<br /><ul><li> Industry
 Property Type
 Requirement </li></ul>	Micro (Market Specific)<br /><ul><li> Target Sub-Market
 Overall Understanding</li></li></ul><li>5.1<br />Prospecting Pyramid<br />Southwest<br />United States<br />Tier 4<br />T...
Creating A Database<br />5.1<br />
Creating A Database<br />5.1<br />
Selling By Phone<br />5.2<br />1<br />Research<br />2<br />Getting Past The Gatekeeper<br />3<br />Introductory Benefit St...
5.2<br />1<br />Research<br />Using All Available Resources<br /><ul><li> Company Website – Personal Bio
 Google – Internet Brower
 Market Information
 Relative News / Current Events
Business Journal, Local / National News Paper
 Real Estate Specific Subscriptions
CoStar, LoopNet, RCAnalytics, etc.</li></li></ul><li>5.2<br />2<br />Getting Past The Gatekeeper<br />Creating A Purpose <...
Upcoming SlideShare
Loading in …5
×

Module 5 selling by phone

907 views

Published on

Published in: Education
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
907
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
49
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Module 5 selling by phone

  1. 1.
  2. 2. Module 5: Selling by Phone<br />Module 5 Selling By Phone<br /> 5.1……….…………….……..……Target Marketing <br /> 5.2……………….8 Strategies (Selling by Phone)<br /> 5.3………………………..……….Engage Prospect<br />
  3. 3. 5.1<br />Target Marketing<br />Identifying Target Market<br /> Macro (Prospecting Pyramid)<br /><ul><li> Industry
  4. 4. Property Type
  5. 5. Requirement </li></ul> Micro (Market Specific)<br /><ul><li> Target Sub-Market
  6. 6. Overall Understanding</li></li></ul><li>5.1<br />Prospecting Pyramid<br />Southwest<br />United States<br />Tier 4<br />Target Rich<br />Seeking<br />> 100,000<br />Tier 3 – Micro – Sub<br />Office<br />Tier 2 – Macro – Sub<br />REIT<br />Tier 1 – Base Industry / Market<br />
  7. 7. Creating A Database<br />5.1<br />
  8. 8. Creating A Database<br />5.1<br />
  9. 9. Selling By Phone<br />5.2<br />1<br />Research<br />2<br />Getting Past The Gatekeeper<br />3<br />Introductory Benefit Statement<br />4<br />Transition<br />5<br />Run Clear<br />6<br />Open Probe / Closed Probe<br />7<br />Set The Meeting<br />8<br />Prepare For The Meeting<br />
  10. 10. 5.2<br />1<br />Research<br />Using All Available Resources<br /><ul><li> Company Website – Personal Bio
  11. 11. Google – Internet Brower
  12. 12. Market Information
  13. 13. Relative News / Current Events
  14. 14. Business Journal, Local / National News Paper
  15. 15. Real Estate Specific Subscriptions
  16. 16. CoStar, LoopNet, RCAnalytics, etc.</li></li></ul><li>5.2<br />2<br />Getting Past The Gatekeeper<br />Creating A Purpose <br /><ul><li> Recently Sent Marketing Information
  17. 17. Sending Thoughtful Small Gift (Relative Book or Market Information)
  18. 18. Common Interest (Association, Community Involvement, etc.)</li></li></ul><li>5.2<br />3<br />Introductory Benefit Statement<br />Customized Industry Benefit Statement (CIBS)<br /><ul><li> Statement Specifically Incorporating Prospects Practice
  19. 19. “I’ve noticed that you’re goal is to become the market’s leader in customer relations. Through practice, our team has increased client’s customer efficiency through additional locations.”</li></ul>Individualized Industry Benefit Statement (IIBS)<br /><ul><li> Statement Specifically Incorporating Prospects Industry
  20. 20. With recent technological advances, we’ve seen multiple retailers increase their logistical operation.” </li></li></ul><li>5.2<br />4<br />Transition<br />Through Prospect Interest<br />Use Questioning Techniques to Transition<br />Perform Step 5 (Run Clear)<br />
  21. 21. 5.2<br />5<br />Run Clear<br />Rating Your Prospect (1 – 5)<br />
  22. 22. Run Clear (Client Worksheet)<br />5.2<br />
  23. 23. 5.2 / 5.3<br />6<br />Open / Closed Probe<br />Open Probe Strategic(OPS)<br /><ul><li>Open Question Specific to Business Practice</li></ul>Closed Probe Strategic(CPS)<br /><ul><li>Closed Question Specific to Business Practice</li></ul>Open Probe Tactical(OPT) <br /><ul><li>Open Question Specific to Real Estate</li></ul>Closed Probe Tactical(CPT)<br /><ul><li>Closed Question Specific to Real Estate</li></li></ul><li>5.2<br />7<br />Set The Meeting<br />Closing Techniques<br /><ul><li> Invitational
  24. 24. Alternative
  25. 25. Assumptive Next Step
  26. 26. Similar Situation
  27. 27. Hot Button</li></li></ul><li>5.2<br />8<br />Prepare For The Meeting<br />Demonstrate an Understanding and Interest of Prospects..<br />Industry<br /><ul><li> Industries Current State
  28. 28. Innovative Practices</li></ul>Real Estate <br /><ul><li> Characteristics (SF, Dock Doors, Demographics, etc.)
  29. 29. Sub Market Statistics
  30. 30. Space Alternatives
  31. 31. Acquisitions / Disposition Advantages</li></ul>Personal Interests<br /><ul><li> Association Involvement
  32. 32. Area of Excitement (Athletics, Alma Mater, etc.) </li>

×