Real Estate Concerns: “We wanted another bedroom.”

January 24, 2013 By Leave a Comment

Real estate agent with coupleWhat do you say when you hear this one? “The home is very nice, but we  really wanted another bedroom.”

When they say this, what does it really tell you? They don’t need that extra room. They were really hoping for it, but the odds are good, since you did a good job of qualifying that both you and they know they can’t afford a home with that extra bedroom.

Your job now is one of asking questions to help them gain a more realistic view of their situation. Try these words, “John and Mary, I know when we first talked you were hoping to find a home in this neighborhood where you could possibly have an extra bedroom. Knowing inventory the way I do, I’m afraid there just isn’t one available in your price range. If you’re open to considering a different neighborhood, or school district for the children, I might be able to find a nice home with the extra bedroom. I would be happy to research that for you, but have to ask, what will you base your final decision on: having that extra bedroom or having your children attend the schools you (and they) prefer?”

In most cases, the quality of the children’s education will far outweigh having that extra room that they were “hoping” for. Of course, if you work in an area with an open enrollment, perhaps the parents would be happy to drive their children to the better schools and live a little farther away in order to have that extra room. [Read more...]

Filed Under: Objections or Concerns, Real Estate Tagged With: , , , , , , ,

Arouse Emotions in Auto Sales

December 17, 2012 By Leave a Comment

What is the emotional process that leads to the purchase of a new vehicle? It begins with a new development in the buyer’s self-image. That is, the buyers see themselves in a new way — as the owners of that new car, truck, van, or SUV and all the status it affords them.

If the projected vehicle purchase is small in relation to the buyer’s income, the self-image change need only be small. But if the purchase is a large one, the change in self-image that makes the purchase possible will be large. Such a change can come about very quickly. It can take place within a few minutes, or even within a few seconds.

Champion automotive salespeople are adept at spotting these changes in self-image as they occur during sales presentations. They are quick to reinforce the buyers’ realization that they can have, enjoy, deserve, need, and are worthy of the marvelous new vehicle they like. Do that, and they won’t just like it; they’ll want it, need it, and realize they can’t get along without it — then they’ll buy it. [Read more...]

Filed Under: Automotive Tagged With: , , , , , ,

Less is More

May 4, 2012 By Leave a Comment

Most people think that in order to persuade others, you have to be a real good talker. You have to have “the gift of gab,” “a silver tongue,” or be a “natural born salesperson.” The truth is just the opposite.

The true professionals—the successful people in sales are great listeners. What are they listening to? Their potential clients telling them their wants, wishes, needs and fears…and what they want to own. Yes, people will pretty much tell you what they want to own, if you’ll only give them the chance to speak. All you need to do is get them started. Then you simply guide the conversation along the lines you know it needs to take in order for you to determine needs, qualify and close the sale.

[Read more...]

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Creating a Consultative Environment in Selling

April 16, 2012 By 3 Comments

Once all of the rapport-building is done and you’re ready to get down to business, it’s important to set the tone for your time with these clients. I suggest creating a consultative feeling by using a legal pad to make notes. In some types of selling, this doesn’t make sense, but it is helpful if you can do it. When you make notes of their concerns or other details they are sharing, the potential buyers feel that you’re truly interested in them. They feel you care enough to pay attention to their pain points. [Read more...]

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Award Winning Book

October 20, 2011 By Leave a Comment

I’m proud to announce that my latest book, Selling in Tough Times, has won the 2011 National Trophy for Business Books in the category of Tools & Methods in France.

Here’s a brief except of the book that I hope you find useful:

Steeling Yourself for Survival by Tom
Hopkins from Selling in Tough Times

In order to survive any challenge that negatively impacts your selling career, you need to follow the Boy Scout motto of “being prepared.” So, how do you prepare yourself for some unknown event that may pop up on the horizon?

You begin with a commitment to personal growth. Personal growth is a process of increasing your knowledge and effectiveness so you can serve more, earn more and contribute more to the betterment of yourself, your family and all of humankind. It demands an investment of time, effort and money. Keep in mind that if you’re not moving ahead, you’re falling behind.

[Read more...]

Filed Under: Attitude, Selling Skills Tagged With: , , , ,

The Financial Services Presentation

June 29, 2011 By 3 Comments

You truly are a wondrous person with much to offer. You’re a champion, after all. Now all you have to do is let your potential clients discover that for themselves. And how do people learn? They’re taught, that’s how. Part of your task as a professional salesperson is to act as an instructor and a lot of this instructing takes place in the presentation phase of selling.

The presentation phase for financial services addresses four basic, yet critical subjects. These are:

  • Who we are
  • What we’ve done
  • What we’ll do for you
  • The amount of investment required to accomplish your financial goals [Read more...]
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The Most Effective Product Demonstration Process Ever!

March 23, 2011 By 3 Comments

As with most things in life, there are many ways to accomplish a single task. Wise business professionals are constantly on the lookout for better ways to make their points or present their products. In our book, Sell It Today, Sell It Now, Pat Leiby and I teach a proven-effective procedure for product presentations or demonstrations that is sure to work for you. It is a critical part of the Sell It Today system that can turn you into a one-time closing champion.

Our procedure begins with preparation. Thinking about the client you will present to next, break down your product demonstration into segments highlighting each individual feature of your product or service that you know will benefit this client.

[Read more...]

Filed Under: Network Marketing, Presentation/Demonstration Tagged With: , , ,

The Feel, Felt, Found Strategy

November 2, 2010 By Leave a Comment

The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found: “I understand how you feel.” This wording lets a customer know that you heard him or her and can relate. “Initially, other (top purchasing agents

The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found:

  • “I understand how you feel.” This wording lets a customer know that you heard him or her and can relate.
  • “Initially, other (top purchasing agents, CEOs, mothers…) felt that way.” You are letting him or her know that this initial thought is common, meaning that the situation can change.
  • “What they found, however, was that after doing ‘X’ was that ‘Y” happened.

‘X’ is what you want your customer to do (purchase your product or put a deposit down now…).

‘Y’ is something positive your customer will receive that he or she cares a great deal about.

This other group of people changed their minds, did what you recommended they do, and were very pleased with the outcome.

Phraseology: “So, Steve… tell me something you would like right now.”

Steve responds, “I want to be as successful as you, Tom.”

“Steve, I understand how you feel. Initially, other ambitious salespeople felt the same way. What they discovered by staying positive and working hard at their craft each day was that they were very pleased with their own success.”

, CEOs, mothers…) felt that way.” You are letting him or her know that this initial thought is common, meaning that the situation can change. “What they found, however, was that after doing ‘X’ was that ‘Y” happened. ‘X’ is what you want your customer to do (purchase your product or put a deposit down now…). ‘Y’ is something positive your customer will receive that he or she cares a great deal about. This other group of people changed their minds, did what you recommended they do, and were very pleased with the outcome. Phraseology: “So, Steve… tell me something you would like right now.” Steve responds, “I want to be as successful as you, Tom.” “Steve, I understand how you feel. Initially, other ambitious salespeople felt the same way. What they discovered by staying positive and working hard at their craft each day was that they were very pleased with their own success.”

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Dealing with the Competition

November 2, 2010 By Leave a Comment

We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared.

If you’re at the top of your game, you constantly act as if each and every client may consider making a change at any time. In other words: If you want to keep them as clients, treat them like gold. If you do, they’ll find it difficult to part with you and your high level of service even if the competition comes in with a better offer on a similar product.

If you’re prepared to hear an inkling of change, you’ll come across like the true expert you are rather than someone scrambling to keep their business. You’ll want to fight a clean fight with the competition, but never give up a client without a fight! [Read more...]

Filed Under: Objections or Concerns, Presentation/Demonstration, Selling Skills Tagged With: , , ,

Know Before You Go

October 15, 2010 By Leave a Comment

Before you begin a presentation, hopefully, you have prepared, planned and practiced. Here are some thoughts on the type of preparation you should be doing:

  • Each and every piece of equipment you bring with you has been tested before your arrival. Everything works!
  • Your presentation has been beautifully customized and detailed according to this particular client’s needs.
  • All of your presentation materials are ready for prime-time–clean, neat and well-organized.
  • If a power supply is required, you know where it is and have an extension cord with you.
  • You have dedicated yourself to protecting other people’s furniture. You
    always place a pad or cloth under your demonstration materials. This includes anything you write on.

There’s truth in the old saying that a little preparation goes a long way! Invest your time wisely and you’ll soon have more happy clients.

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This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

Filed Under: Presentation/Demonstration Tagged With: ,
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