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- Great article in SMI "Designed To Sell:Sales Centers". Thanks to Kevin Oakley & Joan Marcus-Colvin for contributing! http://t.co/xz2ZDZgewd about 8 hours ago from TweetDeck ReplyRetweetFavorite
- Nice way to end the week! http://t.co/xdnNJRxcug about 23 hours ago from Facebook ReplyRetweetFavorite
- Dan Sullivan's thought on nagging frustrations: "Frustrations = Obligation - Commitment" Think about it! 12:05:19 AM May 18, 2013 from Facebook ReplyRetweetFavorite
Monthly Archives: August 2011
Someone asked me a really interesting question recently. The query came from a sales professional who is brand new to the industry. Think for a moment about your own response to the following: “What is the single most important question in the entire sales conversation?” I’m curious as to your thoughts on that question. Perhaps I could persuade you to offer your response in the comment box below. Here was my response: “Why are you thinking about moving?” To me, the motivation question gives you the clues you need to really understand what is happening in the customer’s life. Before you can provide a solution you had better understand the problem. The motivation question tells you what you need to know. Your thoughts????
We all need some refueling, right? We give positive energy all day long, but we can only give out what we already have inside. That means we had better be snacking on positive energy all day long! Enjoy this brief slide show. Hope you find it inspirational. www.thesalesmovie.com
You may have seen the demonstration from a stage. A speaker shows you a large, empty jar. Next to the jar you see several containers with the following contents: large rocks, small rocks, sand, and water. The speaker pours the water into the large jar, then the sand, and then the small rocks. By the time he is done there is no room for the large rocks. Then he starts again with an empty jar. This time he puts the big rocks in first, then the small rocks, then the sand, then the water. And everything fits. The demonstration is designed, of course, to point out the importance of determining your most important priorities. When you are planning your week or your day you can begin with the big rocks first, before you fill the time with urgent but unimportant … Read More…
When a customer raises a construction concern you must consider it an urgent issue. Even if you know it’s trivial in the big picture it is still a major ordeal in the customer’s mind. When your customer is going through the process of buying a home – especially a newly built home – they are consumed with the details. These details keep people up at night. Remember that customers are not concerned because they don’t have all the answers; they are anxious because they don’t even know the right questions. Alleviate their concerns by giving them a specific target date for resolution – then get back to them well before the deadline. If you think you can get the situation resolved by noon tomorrow, say: “I understand your concern and we’re going to get right on it. Give me a … Read More…
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