Sales Tips, Hints & IdeasMark Johnson & Jeremy Winter

Today’s Highlights

• Relationship Selling

• Building Bigger Accounts

• Road to the Sale

Q. Who do you trust?

VS

The answer is clear… VOTE 1 for JW

Relationship Selling

• 1st Impressions• Building Rapport• Product vs. Consultative Sales

The Importance Of Follow Up

• Did you know…

- 2% of sales are made on the 1st contact- 3% of sales on the 2nd contact- 5% on the 3rd contact- 10% the 4th contact- 80% the 5th – 12th contact

Road to the Sale

• Contact Management• Qualifying

- WHO?- WHAT?- WHEN?- HOW MUCH?

• Closing

Building Bigger Accounts

• Getting Your Foot In The Door• Referral Business• How did you get your biggest client?

What NOW?

• What do you do to keep motivated?– Books, CD’s & Videos– Regional Meetings– Mentor Program

"In real estate, it's location, location, location. In business, it's differentiate, differentiate, differentiate.” Robert Goizueta.