Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is.
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Transcript of Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is.
www.rgvcenter.com
Basic Sales Training
www.rgvcenter.com
What the
Profession of Selling
really is
What the
Profession of Selling
really is
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Highest paid – Hard work Job1
Lowest paid – Easy work Job2
3 An investment in yourself
4Most of the wealthiest people in the world are in marketing and sales
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Advantages of SellingAdvantages of Selling
Freedom to do what you want
Vital to the economy’s health
Dependent on individual’s initiative
FirstAdvantage
FirstAdvantage
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In this profession, no one limits your
income but you. There are no
income ceilings.
SecondAdvantage
SecondAdvantage
Opportunity to become as
successful as you’d like to be.
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Selling is a daily
challenge
Selling is a daily
challenge
To the Salesperson,
everydayis an
adventure
To the Salesperson,
everydayis an
adventure
New Opportunities
Everyday
New Opportunities
Everyday
Third AdvantageThird Advantage
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Fourth AdvantageFourth Advantage
Offers high potential
returns from a low
capital investment
Greater earning power
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FifthAdvantage
FifthAdvantage
No one limitsyour growth
It’s fun
It’s satisfying
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PROPER ATTITUDE AND DECORUM
Internalize the Golden Rule of sales that says, 'All things being equal, people will do business with, and refer business to, those people they know, like, and trust.'
- Bob Burg, Salesman
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Continuous Prospecting and Business Dev’t
Presentation Skills “Power to Convince”
Complete Product Knowledge
Positive Mental Attitude
Pleasant Personality
Able to Handle Objections & Questions
Personal Management Skills
Respect with co-workers/sales agents
PROPER ATTITUDE AND DECORUM
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The Sales
Process
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Locate a specific group of Consumers
Positively Expectant
Building Rapport
ProspectingProspecting
The Sales Process
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The Sales Process
Interview
Ask Questions
Identify Financial Capability
QualifyingQualifying
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Problem Identification
Clarification
Evaluate the situation
Analyze Needs
Analyze Needs
The Sales Process
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Present Appropriate Solution
Apply Proper Attitude and Decorum
Emphasize the value of the product& complete Sales Materials
PresentationPresentation
The Sales Process
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Maintain Composure
Handling of Objections and Questions
Evaluating Responses (Positive/Negative)
NegotiateNegotiate
The Sales Process
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Most important part of the sales process
Recognizing the time to close
Affirming decision(minimize buyer’s remorse)
ClosingClosing
The Sales Process
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After Sales Service
Develop a valuable relationship
Seek additional opportunity to serve
Service & Follow-up
Service & Follow-up
The Sales Process
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Planning next action steps
Ask for referrals
Continuous improvement
ReferralsReferrals
The Sales Process
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Build relationships with everyone involved in a deal2
Showmanship is a real estate strategy3
Be better prepared than anyone else4
1 Be Persistent5
Use your enthusiasm for the project to inspire others11
Points to Ponder by Donald J. Trump:
THE CHAMPION’S PRAYER
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In the morning while looking into the mirror say it three times:
“Today I will WIN, Why? I’ll tell you WHY, because I have FAITH, COURAGE, and
ENTHUSIASM. SUCCESS and HAPPINESS will be mine
because I WALK, TALK, ACT, THINK and BELIEVE like the SUCCESSFUL Person
I AM BECOMING, so Help me GOD!”
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The Complete Real Estate Institution