Author Archives: Trainer Ken
Author Archives: Trainer Ken
Its like exercise, we all dread having to get back on the bike and start the uphill peddle. But making Monday morning sales calls doesn?t always have to be a painful exercise. Not if you realise that history repeats itself.
In this article, I plan to share with you some thoughts that may help you?kick-start?your week so you don?t have to suffer the?Monday morning sales blues.
In this report, I share with you a recent experience that has finally changed the way I follow-up with potential clients. If you're like me, you have met people who seemed interested to go ahead, but didn't. At the same time, you've met people who seemed unlikely who then stunned you by signing up.
The big day has arrived, you have finally managed to swing a 20 minute meeting with the all-powerful decision maker.?Having taken on board the concept that the buyer?is not really interested in another product product presentation.
You now have the challenge of grabbing his attention within the first 30 seconds, and then keeping it focused on your proposal till the point comes when he is ready to say ?yes? and signs a contract.
But what approach should you take?
As you read this report, I hope you reflect on how you are spending your time. We all have the same 24 hours. Do you live your life to the fullest, making every day of your sales career an?opportunity to score multiple goals or do you plod along, fingers crossed, hoping that you?ll meet your sales targets by good old-fashioned luck?
Several years ago, I had the opportunity to learn firsthand how a multi-million dollar real estate agent built a business in which he owned three of Brisbane?s top performing real estate offices.
His success rewarded him with all the trappings ? a 7 series BMW, ?a 50+ feet Riveria motor cruiser, several waterfront homes and a property portfolio most people would take several life-times to amass.
The decision you make at this point in your career, may or may not have a positive impact on your future real estate career.
As I have mentioned in previous posts on this website, in establishing my newsletter publishing business I have sold newsletter marketing programs to real estate agents in virtually every suburb of Australia and New Zealand.
In this report, we reveal what buyers?read and why. Once you understand what motivates someone, you can target your key sales messages to them in print. Very helpful when they are not contactable on the phone.
In the first part, we share with you how we have successfully mailed documents to a key decision maker that actually make it past the gatekeeper.
Then in the second part, we reveal what we write that motivates a decision maker to call us.
If you are struggling to meet your weekly sales targets, I understand, we have all been there at one time or another. Whatever you do, don't give up. All is not lost, even when you start thinking it is not worth trying any longer - push yourself that little bit further.
If you can't make budget, for whatever reason, then hopefully this article will ?inspire you to pick up the phone one more time.
As most people do not enjoy being rejected, for?most prospects having to reject a salesperson?s offer is something they do not enjoy.?To save themselves from any confrontation, a prospect will often act friendly towards you as they don?t want to tell you to go away.
You leave the presentation or phone call thinking that their friendliness is a signal that they are interested in buying from you. Only to find out that when you phone?them several days later they?either do not take your telephone call or send you an e-mail declining your offer.
How can you tell that there positive comments face-to-face are real signs of interest in going ahead with a?deal?
When I first started selling I was told to learn my pitch, make the sales calls, share the pitch and success would follow.
Experience soon?taught me that the more?calls I?made with this approach the more knock backs I received.
Determined to make a success of my sales career, I went back to the drawing board to work out why my pitch was not being effective.
Finally, having polished and finessed my pitch, no sooner had I picked up the phone to make the first call and I was back where I started from suffering another bout of rejection.
At this point, completely frustrated I examined the way I was presenting. Maybe I was using the script they provided in the wrong way. So I booked an appointment with?the Sales Manager and together we rehearsed my sales pitch until it was nearly perfect. Once again back on the phones, once again more rejection.