How to Own the Sales Process from Prospect to Client

real estate sales process

How to Own the Sales Process from Prospect to Client. i.e How to meet a prospect and walk out with a client!

In this episode, Coach Myrna Young interviews Elizabeth Gifford Maffei. Elizabeth was a multi-million dollar sales producer as a Real Estate agent, she is now a health and spiritual advocate and business coach.

Show notes Sales Process 

* What is a Challenge that entrepreneurs and business owners experience when trying to close a sale?

6 tips to close a sale quickly and effectively
  1. Identify the decision-maker and start a conversation. …
  2. Accurately qualify your prospects. …
  3. Pitch your solution (not just the product)
  4. Create a sense of urgency. …
  5. Overcome their objections. …
  6. Ask for the sale.

* What is the difference between making a sale and creating a loyal client?
* What is the first step in having a successful meeting with a prospect?

How to Prepare for a Sales Meeting As a Real Estate Agent

To be fully prepared for a successful customer meeting, you need to answer these questions:

  • Who are you meeting with?
  • Why are the two parties meeting?
  • What is the objective of the meeting?
  • When and where will it take place?
  • What is the agenda for the meeting (How)?

* How should you prepare before meeting with your prospect?
* How should a successful meeting be conducted?

Using Body Language during the Sales Process

How does the use of, body language, help, close a sale?

While it’s important to know what you should do in meetings and negotiations, knowing what you shouldn’t do is often just as important – and it begins with bad, body language.

The best sales managers know that while you may have a polished sales presentation, tasteful attire, and a product that practically sells itself, you can still miss out on, closing a sale, if your, body language, is out of sync with your words. While it’s true that first impressions make a lasting impact, cumulative, body language, is important. If you are in the habit of demonstrating any of the following, body language, in the, sales process, it could be enough to hurt your sales performance, turning a potential yes into definite no.

* What is the most important step that many business owners leave out?
* An example of a successful prospect meeting that resulted in a closed sale.

The four Stages of the Sale:

1: Qualify – Your, prospects, must have the money, the time, the need and the want to contract your services.

2: Build Rapport – People buy from people they like!
When you meet a, prospect, for the first time, it is important to find common ground. Look for similar interests or experiences and chat about them before getting into your, sales pitch.

3: Tell a story – Showcase how your product or service helped another client. It could also be a personal story of your journey to your current vocation.

4: Closing the Sale, – If you followed the first 3 stages then you don’t even need to close, just ask them to sign!
If you get to the end and you get objections, then you missed the qualify or selling the benefits.

Additional Resources

How to Build Wealth with Turnkey Real Estate Investing

Real Estate Investing with No Money

 

How to Program Yourself for Positive Change

positive change

Positive change, is identifying the things that are most important in your life, and then start eliminating everything else. This is all about simplifying your life, so that you can focus on the things that matter most to you and prevents you from getting distracted.

 

Here are some tips on Positive Change from the book “Switch”

How to, change, things when, change, is hardby Chip Heath and Dan Heath

Here are the facts:

Change, is a process.

1: Positive Change, is usually a situation problem, and not a personal problem.
2: For anything to, change, someone must behave differently.
3: To, change, someone’s behavior, you must, change, someone’s situation.
4: For, positive change, to stick you must influence the person’s heart and mind.

A Story on Positive Change

Arthur was an airborne paratrooper. Jumping out of airplanes killed his knees, his back, his legs. When he got out of the army he walked with a cane and couldn’t do anything so he gained a lot of weight. He could not support his weight, so he couldn’t do traditional exercise. His health rapidly declined. The doctor at the VA clinic told him to accept his faith, that he would never walk normal again.

One day while surfing the internet, he came across Diamond Dallas Page doing yoga. He said to himself, I could do this. So He bought the DVD! He figured he could use his arm to support his weight and get a cardio workout. Arthur was 297 lbs when he started doing yoga.
When he started his yoga exercises, he kept falling down and falling down, but he kept getting back up again and again!
Every day he got better and better in 10 months he had lost over 100 lbs and could not only walk without a cane but he could run!!

Change, is usually situational. Arthur had a situational problem.

Arthur taught himself to do yoga because he decided to take control of his life. He got his heart and mind in the game and changed the situation!

Change is a process.

To lead a process requires persistence. Arthur kept getting back up and trying again to do his exercises.

When a, positive change, starts, it builds on itself.
The better Arthur got at yoga, the more he was motivated to keep going.
Positive change,  can snowball.
Change, rarely works unless it is motivated by feeling. Arthur wanted to feel better about himself so he made the hard choices.

That’s my tip of the week from coach Myrna.

How to change when change is hard.

There can be nothing harder than trying to loose 100 lbs when you can’t use your legs; but Arthur found a way and so can you.

Our guest today is coach Dan Willms and he is a, positive change, guru. This is his space.

Dan Willms is a Life & Business Coach, an MBA Professor, a facilitator for The Leadership Challenge, a writer and an International Speaker – he is also the creator of the Positive Change Workshop and facilitates his workshops in Portuguese, English & Spanish. He has facilitated more than 118 Positive Change Workshops. He loves helping people and organizations to achieve their fullest potential. He is the co-author of the book Strategic Leadership (Liderança Estratégica) and the author of the upcoming book “Positive Change – One life @ a time”.

Dan is also my partner, we do a video blog on YouTube every week called “You asked for it” where we answer questions sent in from our social media network. Like us on Facebook to become part of our community. Myrna Young Lifecoach and Dan Willms.

Using I am Affirmations for Positive change

I am affirmations, formulate, affirm, and perpetuate the stories you tell yourself. Stories about who you are, who you can be, and what you can do. I Am affirmations, are a powerful way to, program yourself, for, positive change.

If you want to make a, change, start where you are. Start with who you are. Support yourself right here, before you have all the answers. Do that and you’ll feel more supported in the process. And that can, change, well, everything.

  1. I am a living, breathing example of the kind of world I want to live in.
  2. I am a powerful force for good in the world.
  3. I am on the right path. I am moving in the right direction.
  4. I am worthy of all things wonderful.
  5. I am being guided to what’s best for me and everyone else.
  6. I am powerful enough to live in accordance with my own values, desire, and truths.
  7. I am in the exact place I need to be to get to where I want to be.
  8. I am intentionally promoting a life filled with joy.
  9. I am a firm believer in my ideas.

Show notes Positive Change

Question 1. Tell us about your journey to becoming a Life coach and an ambassador for, positive change.
Question 2: What is The, Positive Change?
Question 3: Tell me about your happiness labs, how does it work?
Question 4: : What were your findings on these labs from your sample size of 400 people?
Question 5: So, based on your labs, what would you say is the secret to happiness?
Question 6: Why do you think is there so much unhappiness in the world?

Additional Resources

How to Transform your Career with Purpose

Understanding Personalities: Which Archetype Drives You

Your Life Theme and, personalities,  shape what motivates and drives you throughout your life. Find out which of the four archetypes compose your identity.

John Voris, author of the book “Discover the Power that Drives your, Personality, How four Virtues Define your World, started his career as a door to door salesman.  He failed miserably as a salesperson, even after taking sales training. He wondered why some people with the same training is better than others and discovered that, personalities, play an important role in skill.   That started his thinking that some, personalities, can do certain skills better than others. He also realized that, personality, controls  our communication.

Personality types
Personality types

 

Transform your Mind TuneIn Radio
TuneIn Radio

He learned that the human mind needs to express its authentic identity and, personality. One way it does that is by selecting the objects and environment that expresses who we are.  That means that the objects around you right now reflect your past decisions.  Decisions like, I know I like this or I don’t like that.

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How does objects that we surround ourselves with express our identity and, Personalities.

John: So when I figured out how to sell to, personalities, I became an excellent salesperson closing 12 out of 14 transactions. I would be able to walk into a room and tell the motivation of my clients by the objects they surrounded themselves with. For example If you came into my office today I have over 4000 books. You can deduct that I am curious. Then you look at the titles of the books and you would understand my desire for wisdom. That doesn’t mean I’ll buy; but if the salesperson tailor their language to my desire for wisdom and build rapport, they have a great chance of closing the sale.  That is how you read people.

Another example, if I were to go into a beauty salon, I can figure out the, personalities; everyone is having fun.  I want to appease the, personalities,  so when I  walk into the salon I talk about other people of interest. The people who just purchased my widgets like Janice two doors down.  I would talk about what is factual about Janice. The, personalities, in the salon would buy my widget because Janice bought it.

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How does Objects identity our, personality?

Our, personality, as our way of expression.  Your identity does not follow. I think therefore I am; It’s the only way to find self-actualization or self-realization.  The objects, events and people around their, personality, identify the, personality type.

Myrna: I’m thinking of an object and that identifies, personalities, and identities. I’m thinking of maybe an expensive car, a big house, nice expensive clothes. These objects around me definitely define my, personality.

True,  but  I  look at what do you like to do for fun?  What is your hobby? In my 35 question, personality test, I ask the questions like “What event caused you the most pleasure? What event caused you the most pain?”  I ask you to describe both, you will find they are linked to the same answer because they are linked to your, personality, and who you are.

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Discover Your Life Theme: The, Personality, Engine That Drives You

Your Life Theme offers the, personality,  framework that gives shape to what motivates and drives you throughout your life.

You are not a, personality, you are an identity. That identity is driven by one of four archetypes or  “Life Themes.”

These “ Life Themes” are Love, Justice, Wisdom and Power.

These represent four and the only four major motivating forces that can explain human behavior.

These four archetypes have many roles and functions that compose our identity. It is their adequacy of expression that is responsible for us living a life of happiness and success.

While each of us contains all four, there is one that takes precedent over the others.

They are responsible for our feelings and emotional reactions often causing anxiety, fear, anger, self-doubt, alienation, the lack of life meaning and purpose.

Once you know your, personality, that’s driving your Archetype, you will be able to understand its presence and better manage your life and your relationships.

Personality Myers Briggs
Personality Myers Briggs

The Myers-Briggs, Personality, Type Indicator

An Overview of the Myers-Briggs Type Indicator
  • Intuitive-Thinking. INTJ. INTP. ENTJ. ENTP.
  • Intuitive-Feeling. INFJ. INFP. ENFJ. ENFP.
  • Sensing-Judging. ISTJ. ISFJ. ESTJ. ESFJ.
  • Sensing-Perceiving. ISTP. ISFP. ESTP. ESFP.

According to, Myers-Briggs,  theory of, personality types,  people can be characterized by their preference of general attitude:

  • Extraverted (E) vs. Introverted (I), their preference of one of the two functions of perception:
  • Sensing (S) vs. Intuition (N), and their preference of one of the two functions of judging:
  • Thinking (T) vs. Feeling (F)

The three areas of preferences introduced by Jung are dichotomies (i.e. bipolar dimensions where each pole represents a different preference). Jung also proposed that in a person one of the four functions above is dominant – either a function of perception or a function of judging. Isabel Briggs Myers, a researcher and practitioner of Jung’s theory, proposed to see the judging-perceiving relationship as a fourth dichotomy influencing personality type [Briggs Myers, 1980]:

  • Judging (J) vs. Perceiving (P)

The first criterion, Extraversion – Introversion, signifies the source and direction of a person’s energy expression. An extravert’s source and direction of energy expression is mainly in the external world, while an introvert has a source of energy mainly in their own internal world.

The second criterion, Sensing – Intuition, represents the method by which someone perceives information. Sensing means that a person mainly believes information he or she receives directly from the external world. Intuition means that a person believes mainly information he or she receives from the internal or imaginative world.

The third criterion, Thinking – Feeling, represents how a person processes information. Thinking means that a person makes a decision mainly through logic. Feeling means that, as a rule, he or she makes a decision based on emotion, i.e. based on what they feel they should do.

The fourth criterion, Judging – Perceiving, reflects how a person implements the information he or she has processed. Judging means that a person organizes all of his life events and, as a rule, sticks to his plans. Perceiving means that he or she is inclined to improvise and explore alternative options.

All possible permutations of preferences in the 4 dichotomies above yield 16 different combinations, or personality types, representing which of the two poles in each of the four dichotomies dominates in a person, thus defining 16 different personality types. Each personality type can be assigned a 4 letter acronym of the corresponding combination of preferences:

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The motivation of each of the four Life Themes or, personality types, are described here:

  • The Love Theme- is motivated to better humanity by trying to correct that which causes pain, discomfort, suffering, and victimization. It is driven by love, compassion, and empathy.
  • The Justice Theme – seeks balance and harmony. Justice is expressed in several ways. It seeks to correct injustice and immorality in people, relationships and organizations. It also gets expressed by seeking balance and perfection using design through engineering, art, music, and literature.
  • The Wisdom Theme – is driven by a need to know in order to exercise sound judgment in problem solving and goal attainment. Wisdom finds its expression and purpose through teaching, learning, and working with data.
  • The Power Theme – needs to act upon thoughts and get into action. Empowerment finds its expression and purpose through Power as a natural leader and agent of change.
Personality INEJ
Personality INEJ

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As you can see, there is something deeper than our, personality, at work that is running the show. Our, personality, is merely the way we appear in social situations. It is not what drives us.

What drives us are ancient archetypal forces based on moral and ethical virtues. I like to see these virtues as gifts that we are born with and are compelled to express and give throughout our life.

All of us need all four of the universal motivation systems regardless of our upbringing, opportunities, and physical attributes:

To download a copy of John Personality test quiz visit www.JohnVoris.com

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Additional Resources, Personalities.

https://blog.myhelps.us/how-transform-your-career-with-purpose/

The Secret to Living the Life of your Dreams

How to Disable your Autopilot Brain

https://en.wikipedia.org/wiki/Type_A_and_Type_B_personality_theory

Authentic Identity Assessment

What Are the 12 Archetypes and Which One Dominates Your Personality

 

Who is the Team Player on Your Team? The 20/70/10 Rule

Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value?

miami big three

Who is your favorite, team player? Is it LeBron James in basketball? Peyton Manning in Football, or Derek Jeter in baseball? Regardless of which star you pick, management knows that this, team player, is the “duck who lays the golden eggs” and they treat him with respect and shower him with dollars. On the same team, suiting up in the same uniform, playing the same number of games, going to the same amount of meetings and practice workouts; you can have the star making 10 million per year and his team member making the minimum $300,000 per year. What exactly is the message management is trying to convey with this disparity in salary? The message is “you are the best, you are, the most valuable, team player, on this team. We need you to  win. We value you and your skills, we don’t want another team to be able to steal you away by offering you more money.” The other members of the team don’t grumble at the water cooler about the unfairness of pay. Instead they are happy to play in the presence of greatness and they are hoping that some of his skills will rub off on them.

Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value? I have been on, sales teams,  where the top sales representative overachieves by 150% to revenue goal and the Sales Manager offers no public or personal congratulations. No fanfare! On top of that accounting tries to not pay by recalculating and cutting the amounts of bonuses.

The, 20/70/10 rule, of differentiation states that 20% of your team are your star players and should be showered with incentives to continue to perform at this high level. The next 70 percent are average or mediocre team members and management should offer them coaching to improve their confidence and skills sets.

rolondo Mcclain

Take the case study of Rolando McClain. He was the #1 draft pick for the Oakland Raiders in 2010. That means that he was one of the best coming out of college; but once in the NFL, he didn’t live up to his potential and he was released first by Oakland Raiders. He was then picked up by the Baltimore Ravens and later released as well. Then when the Cowboys were looking for a linebacker, McClain came under their radar and they decided to check him out. They called his old college coach Nick Sabin and asked him what made McClain good in college. With this information the Cowboys received from Coach Sabin, they called McClain in for a tryout and made him an offer. The story goes that the exchange with the Ravens cost the Cowboys a bag of donuts! Jason Garrett the head coach of the Cowboys and his coaching staff worked with McClain, improved his confidence, and moved him from the bottom 10%, to the top 20%. McClain now starts every game and he and the Cowboys had an awesome year.

We could this sports analogy to show that the job of a Sales Manager is to move his mediocre, team player,  up through the ranks with effective coaching. Sometimes an outside coach works best, because the employee can be honest. Beating them over the head with the numbers on the report is not the way to do it.

Who Is a Team Player?

A, team player, is a person who plays or works well as a member of a team or group. Teams in organizations need strong team players to perform well and reach their goals.

Team Players,  motivates unity in the workplace

A teamwork environment promotes an atmosphere that fosters friendship and loyalty. These close-knit relationships motivate employees in parallel and align them to work harder, cooperate and be supportive of one another.

Individuals possess diverse talents, weaknesses, communication skills, strengths, and habits. Therefore, when a teamwork environment is not encouraged this can pose many challenges towards achieving the overall goals and objectives. This creates an environment where employees become focused on promoting their own achievements and competing against their fellow colleagues. This is not a, team player. Ultimately, this can lead to an unhealthy and inefficient working environment.

When teamwork is working, the whole team would be motivated and working toward the same goal in harmony.

Teamwork and Team Players offer differing perspectives and feedback

Good teamwork structures provide your organization with a diversity of thought, creativity, perspectives, opportunities, and problem-solving approaches. A proper team environment allows individuals to brainstorm collectively, which in turn increases their success to problem solve and arrive at solutions more efficiently and effectively.

Effective, sales teams also allow the initiative to innovate, in turn creating a competitive edge to accomplish goals and objectives. Sharing differing opinions and experiences strengthens accountability and can help make effective decisions faster, than when done alone.

Team effort increases output by having quick feedback and multiple sets of skills come into play to support your work. You can do the stages of designing, planning, and implementation much more efficiently when a team is functioning well.

Please call me for a free consultation if you are interested in improving the players on your team.

The last number is the bottom 10%. These team members should be moved out to other roles. If on a sales team and selling is not their forte, they could be moved to a supporting role, for example.

Additional Resources

https://blog.myhelps.us/how-to-run-your-sales-meetings-like-a-quaterback/