Tuesday, September 20, 2011

Four Sales to SUCCESS

I was trained to look at each contact with a prospective client as a SALES opportunity. Don't try to do one sale before you have completed the sale before it.

The first sale is the initial phone contact with the prospective client . . . Sell the Appointment. Don't let them make you do your presentation over the phone. Give them enough info that they want to hear more. You want to give your presentation face-to-face.

The second sale is your Presentation . . . Sell the Sizzle, not the Steak. If you want to meet them in their home or office, ask for a specific amount of meeting time . . . I usually ask for 30 minutes because it is not too much time out of their schedule and yet it is enough time to make a quick evaluation of their interest in your presentation.
• first 10 minutes is the "ice breaker"
- If you know them already, talk about something you have in common
- If they are new to you, look around the room quickly to see what they are interested in . . . pictures, trophies, golf clubs in the corner, fish tank, etc. . . . and ask about that. They will want to talk about their passion and that will loosen them up.
• next 20 minutes - your presentation
• last 10 minutes - wrap it up and set up next appt. . . . when you reach the end of the 30 minutes, look at your watch and tap it with your finger and say, "Well, our time is up, so I will . . . (reaffirm what you agreed to for the next meeting). Many times, if the client is really interested in what you are saying, they will say, "No, you don't have to leave yet . . . I want to hear more about . . ." (or something like that)

The third sale is the Close . . . this may take more than one meeting.

The fourth sale is to get Referrals . . . if they liked what you did for them they will give you 2 or 3 referrals. If they cannot think of anyone, don't tell them that you will call them back. Have something to prompt them with. You can interchange the questions or come up with new ones.
• Friends - Do you have any friends who have outgrown there current house and are talking about buying or building another one?
• Neighbors - Have you heard any of your neighbors talking about getting transferred?
• Relatives - Do you know any of your relatives here in Houston or Texas or other states that are thinking of selling their house or buying/building a new one?

Guest Blogger David B. Atkins is a Sales Associate with Coldwell Banker United, Realtors in Houston, Texas and owner of Bulldog Shipping

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