Often in the Sales profession many people avoid Closing because they do not want to be perceived as being “pushy”. It is a fact that 80% of all sales are achieved after the fifth Close. This can set off personal alarms if you are uncomfortable with the 1st close! Sometimes Closing & Confrontation are considered “cousins”. As a result in order to avoid Confrontation we do not Close often enough. If that is the case, then we really need to look at how well we do actually handle Confrontation. If you handle Confrontation easily, then Closing becomes much more natural. This can be accomplished by real estate sales training.
Let’s start with a few questions to determine how you are doing :
1. Do you avoid Confrontation or do you meet it head on when it presents itself?
2. What approach do you take?… a) hope it goes away, b) address it immediately, c) delay things and then become belligerent because you are uncomfortable?
3. CriticalQuestion… what message do you send when you deal with Confrontation? Are you pleasant or unpleasant?
My best advice is to handle it immediately. That way, what is now a “small problem” is never allowed to become a “big problem”. This is true when asking for the appointment, prequalifiying, and handling objections. If you find you need help in this area, scripts and real estate coaching can definitely help you get your confidence back up and give you the tools to work with. The key to better success is Close more comfortably. Visit www.BruceKeithResults.com for more information and on sales coaching and training.
SALES MANAGEMENT… to be a great Salesperson you have to periodically step back and look at the way you are approaching your craft. One of the best ways to do this is to Be Your Own Sales Manager. The job of the Sales Manager is to give guidance to the Salespeople, keep them on track, and help them generate more revenue through increased sales results. It boils down to some simple questions that every good Sales Manager should be asking his/her Salespeople on an ongoing basis…
1. What are your sales targets for this month?
2. Do you know have enough existing leads to meet those targets?
3. Who are they?
4. Are you doing something every day to generate new leads?
5. Is it working… is your conveyor belt full or are there gaps in it?
6. Are you putting in a full day of meaningful activities? (Just being busy isn’t enough)
7. What are you doing every day to improve your skills? How about your mindset?
8. Are you really stretching yourself to achieve “What’s Possible” or just meeting some minimum standards?
Here is your ACTION STEP… if you were the Sales Manager and had a team of Salespeople reporting to you, wouldn’t you be asking them these questions? Wouldn’t you be challenging your “team” to stretch themselves and get to the next level. Wouldn’t you be expecting them to be consistent on a day-to-day basis? [Read more…] about Accountability in Sales
EXCESS GOLF CLUBS?…
Periodically on my Coaching calls I hear the following statement, “I have three really good Buyers that I’m working with. As soon as what they’re looking for comes on the market, I will have a guaranteed sale – they’ll buy it.”
Sounds pretty straightforward… all you have to do is find what they want. It is easy to seduce yourself into believing that you have a great Customer who is “ready to go”, especially when they seem to be motivated.
There is a problem however… just because they are ready to buy and just because they are motivated,… doesn’t mean that you can produce the home they want. Here’s two critical questions:
Q#1. “Does their budget and their criteria match up for your area? Are their demands realistic?”
Q#2. “Assuming they have the money to buy, what are the chances of the home they are looking for coming on the market in the next 30 days? What are the chances of you finding that home that meets their criteria?”
Question #1 is fairly easy to deal with. As a professional you can arrive at a fairly speedy conclusion. It is question #2 that becomes more of a challenge. If it turns out that their criteria are too specific, you could spend the next six months searching for a “needle in a haystack”. The bottom line is you need to be careful that you are not hanging on to a “hope and dream” that is not likely to happen. Here are 2 “to do’s” that will really help you sort this out……
- Go through your current list of buyers… the people you are contacting no less than 10 – 14 days apart. How many of those people have you had on this list for more than 45 days? They are the ones that are slowing you down. Think of the golf bag metaphor… you can only put so many clubs into one golf bag before it becomes too heavy to carry. Do you have “excess clubs in your golf bag”?
- Get rid of the golf clubs you aren’t using. It doesn’t mean you throw them away, it does mean that you should take them out of the bag you are carrying and replace them with somebody you can help now. Promises of business to come does not put food on the table. It’s not your fault if what they’re looking for doesn’t exist… find someone who needs what’s available. That’s the business you’re in.
Make sure the odds are in your favour…do not hang on to Buyers who have expectations that can’t be met in the near future. If you can’t produce what they want in a reasonable period of time replace them. NO Excuses.
KEEPING MORE for YOU… periodically we step back and look at things in our life and realize it is time to throw some things out. Get rid of the clutter! Clean out the garage, clean out the basement, clean out your clothes closet, clean out your office. The list goes on and on. There is no doubt that we are living in an "accumulation driven" society. As Salespeople, there is one very important item that we should frequently "clean out "…
Here is your ACTION STEP… what about our ongoing Business EXPENSES? Isn't it true that sometimes our Expenses become cluttered with items that should be eliminated? Shouldn't we periodically "Clean out Our Expenses"? Here are some expenses you might want to review, revise, reduce,…even eliminate, where possible:
1. Money we spend entertaining clients
2. Poorly designed cell phone billing systems
3. Not paying off our credit cards to zero every month (18-22%!!) [Read more…] about Have More Money $$