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

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people are saying that a new player in the Australian market,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

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