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Pp Sales Person2
- 1. Salesperson Interviews Salesperson Interview By: Christina Couture, Stephanie Mather, Katie Stevens and Leanne Darosa
- 2. Summary…
Editor's Notes
- Scotiabank Description-Scotiabank was founded in Nova Scotia in 1832.-Scotiabank is one of the most prevalent financial institutions in Canada. -It has the largest international market share as well as provides a vast range of banking services. -In 2009, Scotiabank serviced over 12 million clients and had more than 500 billion dollars in assets. Re/max Description-Re/max is a franchised business, founded in 1973.-There are 6 franchises that are connected under this one branch. -This franchise is part of Re/max Atlantic which encompasses 95 real estate agents, 8 supervisors and one manager or broker. -Re-max prides themselves on customer satisfaction. -Re/max Sales Associates average 70% of their business from repeats and referrals, whereas their competition averages only 30%.-That's why they're known as "The Real Estate Leaders" and why no one in the world sells more real estate than Re/max.Re/max agents also lead all other Real Estate firms with professional designations Because of their increased education and superior customer satisfaction Re/max agents are better equipped to market and sell homes than the competition, out- producing by three to one.
- Selling Context & Typical Sales RoutineSimilarities:-For both Re/max and Scotiabank are working out of an office-They go through their daily agendas to see what they have planned for their days. Meeting with clients on a daily basis Both are constantly trying to build cliental Differences:-Different times of the day to meet with clients, Scotiabank financial advisors meet during the day whereas real estate sales representatives meek at night.-Re/max sales representative stresses the importance of looking into this database and updating any clients on the market and the process of their purchase or sale. -Re/max sales representative using a lot of social media to stay connected with is customers/suspects, also commented that when someone makes a comment on one of his social media channels he gets in contact with them and tries to build a connection with them as a client.-Scotiabank financial advisor gets referrals from clients as well as co-workers, andhe calls them to see if they can meet. Selling PhilosophySimilarities-Helping customers achieve what they want, being honest, building relationships, blowing your own horn sometimes because people want to know that you know what you’re talking about. These are things that we discussed in class, how to be a great sellers.Differences-Approach to the client is different (Re/max more straight forward)-Re/max sales representative takes a different approach to sales, by being completely straightforward and honest with his clients. -Therefore not just giving clients what they want to hear, and establishing a rapport with them.-Scotiabank financial advisor claims that, you have to believe in what you’re selling to sell it.Creating ClientsSimilarities-Bothget referrals from previous clients or from people within there sphere. -Networking and calling potential prospects to see how interested they are and connect with them personally. DifferencesRe/max is definitely acquiring more referrals through social networks. Using twitter, Facebook, and blogs has been a way to set himself apart for the competition.Social networking is also a great way to market the real estate business and instantly get connected with someone who may be interested in a property.Scotiabank financial advisors, do a lot of cold calling to a gain a customer base. This gets a personal message to the potential client which can go a lot further than an email.
- Value CreationSimilarities:-Financial Advisor creates value for Clients by: Saving clients money, achieving rates of return, create a plan to meet financial objectives like retirement, purchase cottage or first home, setting them to obtain/realize their goals -Real Estate Agent, similar in that hetries to go above and beyond-Both are also involved in the process of buying a home, although in different capacitiesDifferences:-Typical search engine for real estate is slow (MLS.CA) -Sets all clients up with an automatic system that send buyers information on houses fast, can be first in line-Real Estate Agent, tries to position himself as a new age marketer for sellers, no traditional open houses, uses social networks to differentiate himselfSteps and Components of Selling ProcessSimilarities:-Important to inquire about the customer’s needs and preferences, presenting options, winning the customer, developing a planDifferences:-The Real Estate Agent gives reason for the customer to hire him, outlining what he will offer, and why they should hire him-The Financial Advisor must continual monitor and evaluate the customer’s planSales TrainingSimilarities:-Both keep informed on the trends that our relevant to their industryDifferences:-Real Estate Agent has no formal training but has a Real Estate coach he meets with twice a month to discuss strategy, attend sales seminars, meetings with peers, where as Financial Advisor took Business administration at Algonquin College where he took sales classesToughest Sales ExperienceSimilarities:-Educating a stubborn client for the Financial Advisor and meeting with someone wanting to see a home who was not the homeowner for the Real Estate Agent, both clients lacked knowledge and proved to be difficult for each salesperson.Differences:-Real Estate Agent sees these tough experiences as moments to learn from-Financial Advisor seeks to educate the consumer in tough situations