Your weekly sales meeting should be the most important part of your business week. If you’re interested in making more sales, pay attention when your leader asks you, “What have you got cooking?”
The definition of a cooking sale is a sale you believe you have a reasonable chance of closing.
Some sales are obviously cooking, for example, the buyers are coming back for a second inspection. These sales are usually the only ones that are given in answer to the “What have you got cooking?” question.
To get the obvious cookings is not why your leader asks the ‘cooking’ question. The purpose of examining the cookings is to help you to uncover the hidden sales.
Continue reading What’s Cooking?
I read this a long time ago but cannot remember where I read it or exactly who was involved.
My recollection is that John D Rockefeller (I don’t know if it was senior or junior) was having his shoes polished, when the busboy gave him a ‘hot’ stock tip. The magnate sold all of his shares the next day, saying something like, “When the busboy buys, sell!”. Shortly afterwards the share market crashed, followed by the Great Depression.
Continue reading It’s Time To Hire
In the Leader Bulletin Every Business Needs Clarity we discussed the importance of Clarity to your business.
If clarity is the mental strength for success, Focus is the physical strength. Focus is the force that enables the leader to sweep aside all the obstacles, problems, excuses and distractions. Focus demands the great leadership characteristics of discipline and courage. Focus requires the application of pressure. When pressure comes two different results can happen. People either focus or fold.
Continue reading Focus
Following the November 2011 sales bulletin, ‘So You Think You’ve Got Plenty of Listings’, Phil McGrath from Impact Property requested ideas on how to develop relationships with sellers. It’s a good question, one whose answer would fill a chapter of a book.
Building relationships requires contact. Lots of it.
Continue reading CONTACT CREATES CONTRACTS
Businesses get into trouble when they reach the stage when even the simplest of procedures become complicated. Your systems, instructions, training, and procedures should be simple and clear. Every business needs Clarity.The more simple you make a task the easier it is to understand and the less chance there is of somebody giving you an excuse. One of the essential elements of a winning team is that it be totally excuse-free. Communicate a task in a complicated fashion and you provide the person to whom you allocated the task with a gold-plated excuse not to carry out the task.
Great questions give great answers. All salespeople need to fully understand their seller’s needs before making recommendations that those sellers put their properties up for sale. Even though the sellers might be ready to LIST, this does not necessarily mean that they are emotionally ready to SELL. Questions help you to uncover their readiness to sell.
In Part 1 of this three-part feature we talked about the importance of understanding your sellers’ needs, and how important this understanding was to making sales. In Part 1, I gave you seven questions to ask your sellers during the listing presentation. Here are fifteen more.
Continue reading Get Close Part 2
If you want dozens of happy clients, the secret lies in understanding their needs and then helping them satisfy those needs. You must know what the need is. And, you should understand that your clients possibly have not sat down and qualified themselves. That is your job. To do your job properly, you have to get close to your clients.Whether your clients are buyers or sellers, the object is the same: get close and understand their needs.In this feature, we will concentrate on sellers. At the listing presentation, and long before you get into your presentation, you should talk to your sellers. Style is important when doing this -maintain a conversational style, never sound like an interrogator.
Do you have people on your team who shouldn’t be there? Could you be holding onto chronic poor performers simply because you don’t have anybody else? If so, perhaps it’s time to take charge. Instead of envying those leaders who have a ‘Wonder Team’, join them! Struggling leaders often believe that profitable offices are made up of high performing ‘freaks’. Is this really true? Or could it be that leaders who succeed have done so because they concentrated on building a winning team?
Dig beneath the surface and you will find that successful leaders consistently do TWO things that struggling leaders don’t.
Continue reading Build a ‘Wonder Team’