Game On

game_on

Like it or not, Sales is an emotional game. When we present we appeal to our clients’ emotions. They make decisions emotionally, not logically.

Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’ and in these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared. This includes mental preparation.

If you aren’t on your game mentally, you may say the words you normally use at listing presentations, but your delivery will let you down.

If you had an argument with your spouse before you left for work and it is still in your head, you won’t present at your best. Don’t take domestic arguments to work. Apologise even if you don’t feel you were in the wrong. Learn from it, forget about it, and get to work. Game on!

Have you ever been in a performance slump and tried to get a listing? Nothing seems to go right. Why? Because desperation is written all over you. You might present in a too zealous fashion – coming across as too eager – or talk too much, not listen enough, and not target your presentation to suit the clients you are with. And so they will say, “We want to think it over” and then list with somebody else. Desperate salespeople don’t make good presenters.

Presenting to a couple

Sometimes we can forget that we are presenting to a couple. Males direct the bulk of their presentation to the male; females to the female. This almost guarantees alienating the other half of the couple.

If we are ‘on a roll’ – at the top of our game – we can, if we are not careful, come across as cocky. If we are tired, we can be perceived as unenthusiastic.

Self-control is vital for all presenters. The listing presentation is ‘game on’. When you present, do your best to think about the people to whom you are presenting. Match your presentation style to the type of people they are. Appeal to emotions.

And above all, focus. Be with the clients, find out what they want and determine how you can help them. Demonstrate that you are competent and that you care.

The listing presentation is ‘Game on’. Play the game with your heart and soul.

 

Recent Articles

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Unattractive Company

One of the top three greatest real estate excuses of all time is: "You can't find good people!" In this leadership session, real estate agency profi...

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they'd do it, how they said they'd do it. People of integrity ...

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session...

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

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