Sales Cycle – Creating Urgency

In the sales cycle, you want to be able to increase urgency in order to help someone move to a decision.

In the next 10 phone call you make or contacts overall, this video covers what you need to do today on those next prospecting calls in order to increase odds of moving your sales cycle forward!

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The Sales Cycle
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BangThePhones – Tip #17 Powerful Greeting In Sales

I’ll probably do a video on this topic but this is money-in-the-professional-skills-bank.

So often I hear sales people take a phone call or make an outgoing call and they’re so used to handling things the same way they have, that they miss out on the opportunity to give the person on the phone a powerful greeting.

A powerful greeting isn’t being overly excited or loud or boisterous and it’s not about getting information on the caller like, “are you pre-approved for a mortgage”.

Lazy habits create lazy results. I’m so guilty of this as well. Definitely guilty as charged!

So what is a powerful greeting?

There are 3 key components. One of which, I will share here and it’s the basis for the rest of the conversation (and all other conversations thereafter).

Agree.

The first rule of sales is, always agree. Always agree!

Now how does this become part of the power greeting you ask? Simple – when someone calls on a property lets say. It’s your listing, it’s not your listing and it’s a zillow lead, whatever – doesn’t matter.

What is that person looking for? What’s the one thing that person is looking for? What’s the one thing that every single person who calls you is looking for?

If you don’t know the answer to that question, you’re in deep trouble. Call me to find out – (631)831-9048.

Okay so maybe you know the answer or you don’t. Either way, agree!

So I might say to the person, “No problem. I’d be happy to get that information for you.”

Now what did I do there? Did I blurt out the answer to their question. And stop for a second and think about something; If a person is calling you or sending you an email about something in the initial phase of the purchase pathway, why are they calling you or emailing you?

If you don’t know the answer to that vital question, you’ve got to call me. Seriously. (And I’m not going to sell you on anything – I’m a real estate agent I’m too busy to try and sell anything else! lol)

So assuming you don’t know the answer to that question or the previous one, it still doesn’t change the foundation of the power greeting – “Absolutely, I’d love to get that handled for you sir.”

Now of course the next 2 steps are vital to your sales effectiveness.

Fill in the blank here: He who ______ the questions and _____ _____ ________, is in control of the sales process (without taking _______ away from the consumer).

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Definition of “Making A Sale”

Since this blog is dedicated to bringing sales techniques and strategies to real estate agents and recruiting people to my team, I thought I’d clarify something important.

When you “sell” someone on the idea of buying a home or listing their home with you – you essentially – “made a sale”. You convinced someone to hire you. When you convince someone to take any course of action, you’ve essentially “sold them” on their own conviction.

“Making a sale” is helping someone hear themselves and see their options. I consider my skills as a human relations coordinator, if you will, as my best business asset.

My ability to listen, identify and work with people through any and all situations in real estate, helps any person I’m working with to make decisions. That’s what “selling” is.

It’s asking the right questions such as, “What information do you need in order to make the best decision possible?” And then asking the right follow up questions after that and then listening to the answers. While they’re talking, don’t be thinking about what you’re going to say next!

“Making a sale” also involves a can-do attitude – a super can-do/positive attitude. What is that?

So next time you’re speaking with someone about convincing them to take a course of action, whether it’s hiring you, accepting an offer, increasing their offer on a house, adjusting the price of their home – remember that when you help them make a decision – either way, that’s when you’ve truly helped them.

“Making a sale” or “selling someone” isn’t about you; It’s about them. They’re the ones making the decisions. This helps me have conversations with people and allows me to take the content of those conversations all the way. And I’m not talking about “closing someone” on this blog, simply as a means to get what I want, but it’s about the other person getting what they want.

Because if I can help others get what they truly want, then, and only then, will I get what I want for me and my family.

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10 Rules of the Phone

10 RULES OF PHONE:
1. ALWAYS MAKE A CALL WITH A PURPOSE AND COMPLETE ATTENTION ON THAT CALL.
So when you get a call on your cell phone while driving, quickly take call-back information and tell the caller you’ll get right back to them OR if you don’t recognize the phone number, do not take the call. Let the caller go to voice mail so you can return the call with full attention.

2. HAVE MULTIPLE REASONS FOR THE CALL.
Whether receiving or making an outbound call, be prepared or get information on multiple options for the caller. Never focus on one property, or one piece of information.

3. KEEP CALLING.
Don’t give up. Don’t stop calling after 2 or 3 phone calls. Never quit.

4. ALWAYS LEAVE A MESSAGE.
Always.

5. ALWAYS TALK TO MULTIPLE PEOPLE.
If calling a business, leave a message with the “gate keeper”. Go back and call again to speak with someone else. When calling, ask to speak with an alternate person in charge. Talk to as many people as possible.

6. ALWAYS TRY TO CONTACT THEM SOMEWHERE ELSE.
Ask for an alternate contact method.

7. ALWAYS GO FOR A CELL NUMBER.
If calling a home or business, always ask what the best time and number to call on. Never ask, “Can I…” – but rather ask “What is…” or “How would I…”

8. ALWAYS COLLECT EMAILS.
Again, using the “what” rather than the “can” question method.

9. ALWAYS FOLLOW UP A PHONE CALL WITH ANOTHER CONTACT METHOD.
If you’re emailing them, then follow up with a call about the email and vice versa. Additionally, if you’re on a cell call or any call if you have their cell phone, follow up with a text – “hey great to talk with you.” (and include your contact info). If you’ve called them on their home or office phone – see number 7.

10. APPROACH EVERY CALL WITH A GREAT ATTITUDE AND SUCCESSFUL OUTCOME IN MIND.
This is number 10 for a reason, it’s saving the most important for last. Without a great attitude – 1-9 doesn’t matter. Of course they’ll help promote a better attitude, but at the end of the day – a “can-do” – “100% committed” POSITIVE attitude – will carry you 90% of the way. I work on my attitude constantly and have people in my life that set me straight. It’s EASY to be negative like everyone else.

Keeping a successful outcome in mind – this is huge. Keep in mind the outcome you want to produce in each and every call or contact.

I always try and remember three things when I’m on the phone – taking or making a call:
1. I try and quickly evaluate the monetary benefit of the call (if it’s about a $300,000 house, this call is worth potentially $9,000). Hello!

2. This call may be my 30th or 80th call of the day, but for the person on the other end of the phone – this is their 1st with me – and they deserve my absolute best. They don’t know (or care) about my 79 other calls. They are interested in what they are saying so I must be interested in what they are saying.

3. Be interesting. Yes – be interesting on the phone. Number 2 – is be interested. Number 3 – be interesting. I want to be interesting (without making the call about me) because I want to make an impression on the person I’m speaking with. Even if it’s a client I’ve spoken with 100 times – I want them to know I’m all-in and that I’m willing to go all the way for them.

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