Maximizing Your Potential!

Everybody knows you need to promote yourself if you are ever going to really grow your business, however most people don’t really know how to do this and let’s face it, no two individuals are alike. They promote themselves in so many different ways that the newer salesperson can get confused. This confusion leads to inactivity, which leads to little or no growth, and then it’s no surprise when you see that most salespeople fail, quitting their new venture within a year.

There is one key datum that I drum into every salespersons who starts the Sales Booster Program:

Outflow =/ produces Inflow

This simple datum makes all the difference in the world for most of my salespeople.

One thing you must realize is that genuine interest in your client or prospect is your cheapest form of outflow.

The other thing you need to know is that when you slip into desiring the new business or desiring the referrals that you have slipped out of interest and now have your attention on the inflow which cuts the scope and purity of your outflow, therefore reducing the effectiveness of any outflow that you engage in.

Have you ever wondered why one person can make 20 calls and get two appointments yet another one makes 50 calls and gets none? Well, the above certainly plays a roll in that disparity.

Whatever you do, stay interested in your prospect and you will get sales!

Let’s face it, we don’t close every deal. Well, maybe you do, but I sure don’t!

We can LEARN from those failed attempts if we work smart. Below is a tool to assist you in closing even more opportunities.

Look it over when you get back in the office after a failed listing or prospect interview to determine where you lost control, then role play the appropriate scenario with a coach like myself or a fellow agent or broker.

Do this and you’ll win!

1. Did I talk to the decision maker?

2. Was the prospect well qualified?

3. Was the meeting well prepared?

4. What was my tone level before the meeting?

5. What was my prospects tone level?

6. What was the prospects specific objection?

7. Did I handle all their objections?

8. How did I handle the objection?

9. Did I use the 5 steps of ACCORD?

10. How did the prospect react to the close?

11. When did I start to lose control?

12. Did I establish good ARC with the prospect?

13. Was my prospect sold on Me? Company?
Product/Service? Price? Timing?

14. Did I get strong agreement on my prospects personal reason WHY to buy?

15. Was the prospect convinced by my arguments?

Good Luck in the Future!

A while back we sponsored a Sales Talk on commission negotiations which was given by Sharon Swanton with Quantum Management Systems. She did a great job and I want to Thank her again and hope that she will come up in the future, for those of you who wanted to attend but couldn’t.

She brought up some very good points about sales, no matter what you are selling. The key to successful sales or negotiations is your relationship with the client. That is all about establishing affinity, reality and communication with your clients.

No matter what you are selling you need to be sure that your product is something that the client needs or wants, whether it is a house, a car or securities.

In order to establish this you must ask lots of questions. Don’t be afraid to do this. Be curious about people, really get to know them and you’ll do very well.

If you have a good relationship established, and only after you have done this, can you close. The less you have this established, the more difficult the negotiations will go.

Slow down, take a breath. Find out if they have a dog, what their hobbies are, if they love the movies or a glass of wine.

Tell them a little about yourself. Yes, I have kids. I love movies. I go camping every summer. That sort of thing makes you more real to them and they will want to work with you.

Tell them nothing about yourself and you are just another sales person who just wants their money or their business.

The choice is yours. Leading sales people sell themselves.

Look at Anthony Robbins, he’s a great self promoter. And he’s doing very well. Know your strengths. Use them.

Establish those relationships and then deliver. You’ll sell lots of homes, cars or securities.

Five secrets to gaining more referrals:

1. Ask for them. Seems pretty simple but most people just don’t do it, they feel uncomfortable about it or they forget to ask.

2. Create or join a local or National referral network. BNI or LeTip are both excellent organizations for just such an activity. The internet is an excellent way to learn more about local chapters.

3. Create a referral rewards program. It could be something as simple as a book of coffee drinks at a local establishment, 2 tickets to the movies or a gift certificate to a local retailer. Whatever it is, Do IT! Outflow equals or produces income.

4. Use more testimonials. Your past clients are your best ambassadors. Put together a book of testimonials. Get pictures. They still are worth a thousand words.

5. Hand out more business cards. They are relatively inexpensive but effective, especially if you ask them to check out your website and give them an email address. Be easy to reach!

Recently I had the pleasure of delivering our sales workshop and was stuck all over again with how basic and fundamental this information is.

Many of you are very good at sales already, however it never hurts to review the information again. As Mr. Hubbard says, “Number of times over equals certainty and results.”

One of the things I stress while working with a client one-on-one is that you must have conviction in yourself, your company and your product or service.

Conviction is defined as, “firmly established opinion or belief.” This conviction comes from you, your knowledge about the product and belief in it, which you then bring to the table when talking with your clients or prospects.

This requires confidence, which is defined as, “firm trust or reliance” and “faith in one’s own competence: self-assurance.” Without this, your results will be spotty, at best.

How do you develop this? Simple.

Learn you product or service better, study market trends, ask questions of top producers in your office who are friendly as well as knowledgeable.

If you are shy, force yourself to talk to people. Go to a mall or coffee shop, smile and say “Hi” to as many people as you can. What ever you do, have fun.

Remember, practice makes perfect. Drill, drill, drill at every opportunity, with myself or someone in your office who has taken the sales training also.