Blog
Being in Control of the Sales Process
Are you steering your prospect in the right direction, or is the prospect steering you? The last house my family sold was in 2009. It was an investment property we had purchased several years earlier, remodeled, and placed back on the market. My wife and I were, as...
How Rewards Motivate Salespeople
Watch the How-to-Video “Rewarding Production”. Implement a system that rewards production and results. The recognition factor is incredibly motivating for salespeople, beyond the monetary rewards that comes with only paying commissions. Implement a reward system where...
What Do You Do? Monday Mornings
Watch the How-to-Video “What Do You Do? Monday Mornings”. Implement a system every Monday morning to prepare for the week and follow what the top sales producers are doing to be successful. Establish the purpose of why you’re selling your product or service in the...
Get Continuous Referrals
Watch the How-to-Video “The Success Letter”. What is vital to your success in getting new leads and referrals, is the subject of the reference letter. It is the agreement that the sold prospect is willing to talk about you. When getting success or reference letters,...
Use Positive Control
Watch the How-to-Video “What is Positive Control?” Use a high level of Control in your step-by-step sales process. Understand that positive control is YOUR ability to steer your prospect in the right direction, at the same time allowing them to attain a high level of...
Do your Homework
Watch the How-to-Video “Doing your Homework”. Make sure that you do your homework well before you make initial contact with a new prospect and that you do this with every prospect from now on. If it was a referral, perform your research by contacting the person that...
Be Confident in your Product or Service
Watch the How-to-Video “Confidence in your Product or Service”. Establish confidence that your product or service is the best, essentially this will allow you to do a great job in the future handling objections. Perform a quick survey on the confidence your clients...
Continue to Improve
Watch the How-to-Video “Continuous Improvement”. Understand that it’s important that you come across to your client as competent in what you do and the more competent you are the more your sales will increase. Study and do your research on the industry you’re in and...
Establishing Agreement
Watch the How-to-Video “Establishing Agreement”. Before you contact any prospect, be aware that you need to begin the conversation by raising the level of Agreement between the two of you at the very beginning of the sales process. This agreement is their "reality" -...