Want to know more?   Contact us today.

Doomed to Fail

hurdles
The importance of training is underestimated in sales, and by this I don’t mean just real estate sales. Industries worldwide are staffed predominantly by untrained salespeople.

Salespeople who do not train are doomed to fail.

It need not be this way. We train so that we can learn to overcome all of the common barriers to sales.

These barriers are things like:

  • Rushing to make the sale, instead of taking time to understand our clients
  • Determining what is important to clients, and demonstrating that we can give them what they need
  • Overcoming objections, many created by our competitors

  • Delivering an honest estimated price range, despite what competitors may quote
  • Proving to clients that we are the best choice
  • Closing the sale

There are more, but these, and other barriers, all have something in common. Winners know the answer; untrained people do not:

These barriers are all PREDICTABLE.

And another thing:

You can learn techniques that prevent them from being barriers.

There are no new objections. It is possible to learn every likely objection and learn how to prevent it from becoming a barrier to a sale.

Sure, training is expensive. It might cost $2,000 to attend a seminar to learn how to overcome these barriers. But have you ever calculated the cost of incompetence?

Would it be reasonable to estimate that a salesperson could lose one listing per month through incompetence? If so, the salesperson loses 12 listings per year. Let’s say that half of those would have sold, again conservative. The salesperson loses 6 sales a year. At an average selling fee of $10,000, the salesperson has lost $60,000 in fees through lack of training.

THE $2,000 SEMINAR LOOKS LIKE A BARGAIN BY COMPARISON!

It is fascinating that many salespeople keep hearing the same objections again and again, and are still blindsided by them. With training, they would learn to anticipate these objections and prevent them from arising.

At some point in our sales careers we should ask ourselves, “Am I in, or am I out?” By this I mean, are you a professional salesperson, or are you one of the majority of salespeople who don’t train and who form the mediocre majority?

If the answer is, “Yes, I’m a pro”, then you will train. Hard and often.

Recent Articles

Hiring Dos and Donts (Part 1)

This is a two-part article on the do's and don'ts of hiring. In this issue, we willdiscuss

The Pretence of Social Media

Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consulta...

How To Make More Sales

Let's give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions. ...

The Game of Life

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He als...

Reviews: Your Name in Lights

Here in the digital world of the 21st century, let's give some thought to happy client reviews and, in particular, how we use them. Some salesp...

Know Your People, Encourage Your People

In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice - he didn't choose ...

Two Types of Salesperson

A change in the market has exposed many of those who looked like winners during the boom. Back then, it was easy to look like a hero - if you co...

A Deeper Understanding

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the prof...

Create A Success Environment

Real estate agency profit consultant, Gary Pittard, says, "Real estate agency owners have the options to build their companies into success environm...

Are You Sure It's the Market?

A lot of leaders and salespeople are complaining about the 'tough market'. But is the market really the whole problem? The advice I've been giving ...

Love Of Quality Work

Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant,...

A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen litt...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us