(Short sale real estate) Sales training courses reveal The 4 common errors salespeople make that cost them sales
No commentsBy Toole
I am positive you already know that there can be a lot of mistakes made in sales, we have all made them, but I have found on sales training courses sometimes when you make mistakes you need some one else to point them out as they are not always visible to you.
It s no different than sports, take for example the football coach who is standing on the sideline will see things right and wrong that you are doing through a game which you may or may not be aware of, because you are too engrossed in the game to take time out and think.
There are 4 crucial errors that cost salespeople loss of sales and commissions that we see time and time again on our sales training courses.
1. Inadequate Questioning.
Picture this, you walk into your doctor he takes one look at you and states that he knows what is wrong and prescribes you with a prescription without asking you the appropriate questions.
This would not happen in a doctors profession so why should it happen in your sales profession?
You need to ask your client what they are specifically looking for and what their needs are. If you go straight into your presentation you suffer from what sales training calls premature presentation. Yes that is funny, but not when you want to be doing your best to give your client what they desire from your organisation.
2. Inadequate Preparation.
You need to realise what your objectives are for the call. Ask yourself what you want to achieve and what you want them to achieve from the call and ultimately what you would like them to do as a result of the call.
Preparation is a crucial tool used in sales training courses as it is the best way to resist objections from the client. By being prepared in knowing what the client and you want and using step one you will be flying.
3. Hesitant in Getting Commitment.
This can go back to our culture. Am from Ireland and our culture is reasonably easy going and we dont like asking tough questions, in fact one of our famous Irish statements is ah thats grand we are not a pushy nation and we feel rude if we feel we are forcing someone into something.
The truth is you have earned commitment and it should be got on calls that you have agreed to a follow up activity. Ask yourself now what line you use to ask for their commitment?
I am positive that many of you are struggling with this line. Well the truth is if you dont ask you dont get. Ask them straight out if they are happy with the product will they purchase the product that you are merely helping them to buy.
Try to make asking a habit in your life both at work and home as it will not seem like such a big deal when you ask your client.
4. Opening Statement.
Through sales training courses I have seen so many people unconsciously using their opening statement as a resistant rather than an interest for the client. Within the first 10 seconds the client has decided whether they will listen to you or not by creating 1 of 2 emotions these being either resistance or interest.
I am sure that you realise that your clients are not sitting in their homes watching their phones waiting for you to call them. This is why when you do call you need to get them into a positive receptive state of mind, you need to get them talking and when introducing yourself and the organisation you have to use an interesting, curiosity seeking value statement that will appeal to their desires.
Remember the AIDA principle Attention Interest Desire Action
There are just as many mistakes you could make in sales as there are strategies, tips and key points to improve your sales. On sales training courses we indicate that it is vital to remember this and to keep researching to achieve the best possible outcomes in your work and family life.
Frank OToole of premier training courses is renowned for his excellent advice on achieving more sales, he now runs various sales training courses to help salespeople achieve their goals and has numerous tips on all aspects of sales, to learn more about sales and sales training click here
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Sales Letters Creator 2009 - I Can Write Sales Copy Myself?
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Overview of Private Real Estate Sales
By Glen Johnson
Private real estate sales are probably the largest transactions most individuals will ever be a party to. Buying and selling homes is big business and making sure you do so wisely can be an important way to invest, increase your assets and improve your standard of living.
The first thing to consider then is when the best time to sell and buy is. As most individuals only own a single property, there is usually no good or bad time to move the reason being that when house prices go down you will get less for your home but will be required to pay less for your new property and vice versa. In this sense the two will cancel each other out (though of course if you own multiple properties you can sell each off at peak time and buy up real estate that is going cheaply but rising in value). Taking into account the condition of an area and its future however can help you decide when and where to move. For example if you have the luxury of being able to work from anywhere, you may pick your home depending on predictions for that location perhaps choosing a location where a lot of work is soon to be done by the council that will drive up property prices and help you get more back on your investment.
For most however the location you are moving is a foregone conclusion and the luxury of waiting years to sell your home when the value your old area has increased is one few of us can afford. The best time to move then will simply be based on the driving factors forcing you to move, and on your own financial and emotional security. It may for example be worth waiting for your children to finish the year at school, or until youve saved enough money to place a large deposit on your new home.
Though you cant dictate the value of properties in your area easily however, there are still several tactics you can use to increase the value of your property specifically and your chances of selling it. Obviously renovations will help drive up your property value, and loft and garage conversions or porch and conservatory extensions can help make your house bigger and more accommodating. This will benefit you in the short run but should also pay for itself when it comes to selling.
While all this will increase the actual value of your home and guide you on when and where to move, it will not necessarily mean that you can sell your property when the time comes. The technical value of the property is not enough to guarantee a sale and a certain element of marketing technique will come into it. This means tidying the house and making it look attractive to potential buyers (and not too personalised which will limit your audience), as well as advertising in the correct places and even bartering with the customer to settle on a price that both of you can be happy with (make sure you know the rough value of your home then set the starting price at a realistic but optimistic level to give yourself leeway).
As you can see then, making a private real estate sale is an art form that is far from straight forwards. With time and effort however and the right advice, its possible to go through the process in a way that will make it as un-stressful and profitable as possible.
Today more and more private real estate sales take place to save on costs and keep more control. Private sale real estate is a less pressured way to sell your home yourself.
Thursday, December 31st, 2009 at 9:05 am and is filed under sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
