Spring Training for Real Estate Sales Agents
Spring Training for Real Estate Agents
Methods to play in the field of dreams
I know, the economy is down, clients are difficult to deal with and your sales manager is asking – What have you done for me lately? So what is a sales professional to do?
Rather than worry about what is going wrong, work on your strengths and eliminate those limitations. Great sales agents are creative and innovative. Since now is the time to think about spring and most specifically Spring Training, it is a perfect time to do what the ball players do- go back to basics.
Three simple techniques that will improve your sales game include:
Running with Referrals
The greatest gift for any selling representative is a satisfied customer. To get you into the field of play, make a list of your 25 or 30 recent clients. Personally contact them. Make conversation and determine if you can assist in a professional or personal matter. Determine future needs and enact as a consultant, making recommendations. Once you have established good rapport, ask this question, “As I seek to grow my business, I am curious if you would not mind sharing the name of someone that might have a need for the value that I provide.” Do not be surprised when you obtain a sizable list of new referrals from one simple question. Simply put, the best way to grow your business and remain in the field of play is to ask for referrals.
Error Free Sales Presentations
Many sales agents focus on homes that people want. They focus on interior, exterior etc. Save time and aggravation- rather than focus on want, become a contrarian. Cast off the “have not’s”. Remember your last sales appointment? Do you remember riding around and reviewing 16 homes only to determine all the things the buyers did not like? Save time upfront and quickly list all the items that buyers do not like/want. This saves time and money and helps to focus on the home the buyer really desires.
Get in the field of play
Recent studies show that the difference between an Olympic athlete and a weekend warrior are not much. The difference between the two is simply a desire for excellence and an ability to believe in their creativity. And one other difference is the ability to practice and work each day in achieving excellence. To refrain from volatile sales dips, good sales agents must constantly be in the field of play, they must be visible. Athletic selling professionals take extra phone shifts; they network within peer groups and within rotaries and other associations for leads. Perhaps athletic agents write articles in local periodicals or teach classes at universities or community colleges. No matter what the athletic agent is one that rises like a phoenix and does the little extras for visibility, for their clients, and more importantly sales.
Sales success does not require home runs. However, consistently keeping your eyes on the ball, being in the field of play and catching errors are the ways to achieve success. Why not use some of these techniques during spring training to help focus your team and create your field of selling dreams.
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.
Methods to play in the field of dreams
I know, the economy is down, clients are difficult to deal with and your sales manager is asking – What have you done for me lately? So what is a sales professional to do?
Rather than worry about what is going wrong, work on your strengths and eliminate those limitations. Great sales agents are creative and innovative. Since now is the time to think about spring and most specifically Spring Training, it is a perfect time to do what the ball players do- go back to basics.
Three simple techniques that will improve your sales game include:
Running with Referrals
The greatest gift for any selling representative is a satisfied customer. To get you into the field of play, make a list of your 25 or 30 recent clients. Personally contact them. Make conversation and determine if you can assist in a professional or personal matter. Determine future needs and enact as a consultant, making recommendations. Once you have established good rapport, ask this question, “As I seek to grow my business, I am curious if you would not mind sharing the name of someone that might have a need for the value that I provide.” Do not be surprised when you obtain a sizable list of new referrals from one simple question. Simply put, the best way to grow your business and remain in the field of play is to ask for referrals.
Error Free Sales Presentations
Many sales agents focus on homes that people want. They focus on interior, exterior etc. Save time and aggravation- rather than focus on want, become a contrarian. Cast off the “have not’s”. Remember your last sales appointment? Do you remember riding around and reviewing 16 homes only to determine all the things the buyers did not like? Save time upfront and quickly list all the items that buyers do not like/want. This saves time and money and helps to focus on the home the buyer really desires.
Get in the field of play
Recent studies show that the difference between an Olympic athlete and a weekend warrior are not much. The difference between the two is simply a desire for excellence and an ability to believe in their creativity. And one other difference is the ability to practice and work each day in achieving excellence. To refrain from volatile sales dips, good sales agents must constantly be in the field of play, they must be visible. Athletic selling professionals take extra phone shifts; they network within peer groups and within rotaries and other associations for leads. Perhaps athletic agents write articles in local periodicals or teach classes at universities or community colleges. No matter what the athletic agent is one that rises like a phoenix and does the little extras for visibility, for their clients, and more importantly sales.
Sales success does not require home runs. However, consistently keeping your eyes on the ball, being in the field of play and catching errors are the ways to achieve success. Why not use some of these techniques during spring training to help focus your team and create your field of selling dreams.
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.
Labels: Communication Training, Customer Relationship, Customer Service Training, Negotiation Training, Sales Management Training, Sales Training, Strategic Selling
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