Presentation on theme: "Donna J. Scott Executive Vice President of Sales and Marketing."— Presentation transcript:
Donna J. Scott Executive Vice President of Sales and Marketing
Motivating Encouraging Smart Professional Visionary Flexible Objective Fair
Relating Discovering Networking /Outreach Advocating Advertising Supporting Master the following skills….
To give up property or goods to another for money or other valuable consideration To develop a belief in the truth, value or desirability of: gain acceptance for To persuade or influence to a course of action or to the acceptance of something
One Question to Consider: Would you consider driving from Los Angeles to New York without a map? Making a trip without a map can cause you to lose your way, make unnecessary stops, take a lot longer to get to the destination and worse yet, maybe never reaching the destination at all.
Clients are more comfortable and you remain in control of the sales process when you: Have a purpose Have a process you intend to follow that both you and the client are comfortable with Explain the payoff to the client and know the payoff for yourself
Purpose: The reason or reasons I am making this call Set up a face to face meeting Answer a question and set the next step Establish the interest of the prospect in order to understand what the next steps should be Share some important or exciting information (urgency/benefits)
Process: I will make the telephone call effective by following a plan Plan a Greeting Use Relating Statement(s)/Re-acquaintance remarks State the Reason for Your Call Set the Next Step Get off the Phone Your time is valuable and you need to make the most of each and every minute of your busy day, so make the most of each call
Payoff: How will this call benefit you and how will this call benefit your client? Forward movement in the process Stronger rapport with the prospect Better understanding of the prospect Establishment of expectations and next steps Ability to update important data within your lead database
Think like your client… Be your client What do they want? What do they need? What concerns might they have? What have you learned from past clients?
How to Establish Credibility Intent Commonality Competence Propriety
A communication process utilized during the sales process consisting of questions and answers enabling you to better understand your clients needs, wants, and desires.
When speaking with your client: Speak clearly Make eye contact Smile Shake hands Be outgoing, don’t just blend in Be sure all clients are comfortable – They will be more responsive if they feel they know you! And one of the most important parts in building a relationship… LISTEN!
Who are they? What are they here to learn? Why did they come in today? When do they feel they will want/need our services? Where do they live now? How did they hear about us? Establish the fundamentals before you jump into extended Discovery
Situation – current situation Expansion – what buyer wants Exploration – who’s involved, what buyer needs Knowledge – mutual agreement on buyer’s desires
Personality Type Driver Analytical Expressive Amiable
Review the lead notes and history Pay attention to status code, last contact, hot button, objections and any profile information Determine what the next logical step for that lead would be Jot down a few notes to keep your discussion on track Decide how you intend to open the call
Think of reasons the next logical step will benefit your client…and you Determine what the second best option of a next step would be and be prepared to ask for it Determine how much time the call should take before you pick up the phone Control the process
I was just thinking about you I have a great idea that I want to share with you I was concerned about I have great news I thought you’d like to know You’re in luck You were the first person I thought of when I was hoping you could help me with Your input would be very helpful to me I am working on updating our lead base and was wondering I happened to notice
Don’t get Sidetracked by the Weather! Be specific Speak clearly and slowly Listen carefully to what the prospect says Use numbers whenever possible Make the benefit to the prospect clear Confirm a definite time and date for next steps Ask well thought out questions
Buy a headphone so calling is easier and faster Pull up your scheduled activities for tomorrow and plan for them Have fun with the phone, have fun with the clients Don’t be afraid to say “NEXT” Put a mirror on your desk and smile when you speak on the phone
Internal Factors Can be identified and reasoned with Emotional or feelings based Past experiences External Factors Economy Natural disasters Availability of cash
A process of utilizing information obtained through the discovery process to promote the benefits of your service to the client in order to fill the need and close the sale.
Identify the solution to a problem Apply a feature, service or amenity that can be applied to something the client wants or does not want Illustrate the benefit to this specific client Features and benefits are not the same thing
Listen Share Problem Solve Clarify Acknowledge Agreement and Next Steps The L.S.C.P.A. Method
Write out a list of questions that your client may ask you Write a list of answers to the questions Answer the questions aloud to yourself and assess how it sounds Practice on a live person and get objective feedback Do a final run-through of your presentation before you meet with the client to do any last minute adjustments Immediately after any presentation write down any/all issues or concerns you or the client had with your presentation. Revise your script accordingly so it’ll be stronger the next time you utilize it Don’t be afraid to ask your prospect how you did
Collateral Forms/Agreements Inventory/Availability Credibility Information Competitive Information Local Market Information (real estate/taxes/costs of living) Calculator and tape measure Refreshments References (residents, local business professionals, local government officials, realtors, movers, decorators)
Know what your next step is before the meeting The check A home visit An event A follow up meeting to answer questions or review information To complete the admission paperwork and process A thank you note or phone call even if the client isn’t interested to request referrals
Look people in the eye If you say you will follow up on a question or request by a certain time do it Comfort is crucial, check the a/c the heat and even the smell of the area in which you’ll be meeting Shake hands Smile Know your product or service better than anyone…be the expert
Do you look professional? Do you appear knowledgeable and prepared to do business? Do you have all of your paperwork prepared with clean copies of all the necessary information? How does your sales package look? Is the area in which you are having the meeting clean, inviting and comfortable?
Seizing the Opportunities What is an objection? Fear Tension Unresolved questions or concerns Curves in the road Never be afraid to ask….you can’t lose what you don’t have One simple word: NEXT
Either/Or Mini Max Take away close Give to get close Ben Franklin Method (Yes/Maybe) The Last Chance/Price Increase
A process of sustaining the buying decision during the sales process and beyond.
Define expectations Stay in touch Honor commitments Incorporate in-house resources Foster a sense of community Address issues as they occur
You only have one opportunity to make a first impression You will be more confident and in control of the process if you rehearse your answers, especially to questions you consider difficult Listen to what the client is and isn’t saying Take copious notes
Less steps from inquiry to deposit More effective meetings More referrals More sales More sales and more occupancy
Expanding your prospects through Community Organizations and Business Associations Networking and Outreach is an essential link in the chain of selling. We, as sales professionals, are constantly looking for additional opportunities to sell our products and services. We can not always depend on walk-in-traffic, advertising or even word of mouth to proved constant stream of potential clients that we need in order to be successful.
The Advantages of Networking and Outreach Increased Efficiency Increased Stability Getting to the “Out of Reach Clients” Public Recognition The list of opportunities is endless!
Set your goals Educate Organizations about you and your product Develop presentation geared for each group Invite organizations, business people, press personnel and community leaders to events in which you are hosting Develop your networking follow up log Place collateral in as many venues as possible
Set your goals Develop contacts that can aid in the selling process Develop a list of networking categories Develop a list of business/organizations under each category Determine your initial method of contact
Plan your work - Work your plan The most effective networking occurs when a strategic plan is in place and there is a clear understanding of what the results of networking activities should be. There are some key mistakes sales professionals can make when networking: Focusing on themselves Looking at networking as actual “prospecting” Failing to follow up
Focusing on themselves Always take the passive approach – Never focus on yourself. Use the 80/20 rule: Spend 80 % of your time listening & Spend 20% of your time asking questions When focusing on someone else, most sales professionals become more relaxed. Therefore it becomes muck easier to capture more details, more leads and more opportunity!
Looking at networking as actual “prospecting” Networking should create sources by identifying people with similar clients or needs and establishing a means to refer business to one another. Most sales professionals look at each person they encounter as an actual “prospect” as opposed to the opportunity that creating a relationship with that person could be.
Failing to follow up Don’t be a card collector! A huge stack of cards doesn’t add up to anything… but failure! The successful networking professional takes the initial meeting and follows up with each contact until they become a true prospect or an active referral source. After every networking event, make a note of the date, the event, names of key contacts and an action plan for follow up. Make phone calls, write thank you notes or send an article of a special interest to the person.
The Most Common Methods of Advertising Direct Mail Print Internet/Yellow Pages Signage Radio/Television Special Events
The Benefits and Drawbacks of Advertising Regardless of the method you choose, advertising has several benefits. It also has several drawbacks. Benefits and Drawback of Advertising BenefitsDrawbacks Allows you to reach a lot of peopleAn impersonal form of communication Allows you to repeat your message many times Cannot be tailored to address the specific needs of an individual customer Increases visibility of your home.Advertising is expensive
“The fruits of tomorrow are in the seeds of today.“ - Chinese Proverb