Game On

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

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...

There's No Marking Time

Of all sayings, I despise this the most: "If it ain't broke, don't fix it". I have heard people use this phrase as justification for n...

Money In The Bank

What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one small component of the large...

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. ...

Problem Stacking

"Every task is accomplished piece by piece, and every problem is solved one by one. 'Problem Stacking' is a sure way to get nothing done", says re...

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

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