Thursday, December 27, 2007
Are you looking forward to 2008 ? How about 2013 ?
Thursday, December 20, 2007
Art of asking good questions..
The Art of Asking Good Questions |
By Tim Hagen SaleBuilder Marketing Systems, LLC "What do we hate most about salespeople?"
..they simply, never stop talking. How many salespeople have come into your office, sat down and proceeded to tell you every benefit about what they are selling, without ever knowing what you need. Typically, they don't ask the questions, but rather tell you what they want you to know. So, the result is, a frustrated prospect who feels as if their needs have not been met. Difficult as it may seem, this very common problem can be addressed rather simply by just asking questions and listening effectively. By doing these two simple tasks, the prospect will tell you what they are looking for and more than likely, the sales rep will close the sale. First, a good questioning system is essential because you want to keep the client talking. If questions are asked properly, you should never have to close a client. Your objective on an initial call should be to find out what they are currently doing, what they like about what they are doing, and what would they improve. Some ways to encourage the prospect to continue talking would be to use phrases such as what else, name another, how, why, be more specific, could you elaborate, and what do you mean. These phrases will allow you to get more specific information rather than vague responses. The goal should be for each question to generate 3 pieces of information that allow you to move to the next step. Prior to that first face to face meeting, you want to find out some of the challenges so that your initial meeting allows you to confirm their biggest challenges and what some potential solutions might be. This will allow you, the salesperson to move the process forward. During the sales process, many salespeople fall into the trap of not asking enough questions, posing a solution and basically, leaving money on the table. An example of this might be, a car salesman who is selling cars has just sold a brand new 2005 Buick LaCrosse to a woman in her mid sixties. She requested no extra options on the car, so the salesperson assumed she was not interested in any of the maintenance packages. Later after the woman had left the dealership she ended up calling the service manager to ask if they vehicle had Roadside Assistance, he replied "no, that is an extra option you can buy at the time you purchase the vehicle." Her response back was, "I was never asked and my husband is no longer able to change a tire in the event we should have a problem, is there any way we could add this?" The service manager was happy to handle this request, however the sales rep didn't finish his questions, therefore missing out on a potential sale for himself. Essentially, he left money on the table. Finally, after you've asked the correct questions it is important to restate what you have learned and clarify that you have it right. You can do this by restating two or three of the most vital things you learned from your conversation with the prospect. After you've gained agreement, go ahead and come up with a solution by using the phrase, "What if we
were to put together a scope document outlining what we've discussed today and schedule a time to get back together to confirm what might be some possible solutions." By using the statement "What if we
." You aren't assuming anything and you are including the prospect in the decision making process. In addition, this allows for a smooth transition in the sales process, they are basically selling themselves. The art of asking good questions is essential to increasing sales and achieving total customer satisfaction. They are definitely going to return to a salesperson that is able to effectively identify their needs and offer solutions that solve their problem. Asking the right questions is not only good sales but outstanding customer service as well. Good questioning should be used in every level of an organization, on an everyday basis. |
Friday, October 19, 2007
Looking for a Second Home or a Vacation Home ?
Do you need help with the purchase of a second home in another country ? Do you need help selling a home in another country or state ? We can help you. It doesn't matter how large or small, we can assist you in this transaction literally all over the world.
With the I.R.E.S. Designation, we are now able to assist buyers and sellers globally by co-brokering. As a Seller, we can co-broker your property with other Realtors all over the world who can market your home through their local MLS as well as other means of advertising. For Buyers, we can assist on purchasing Real Estate all over the world to find that home that you've always dreamed about or even that Second or Vacation Home
We are able to assist you with your Real Estate transaction in Bolivia, Alberta, Ontario, Quebec, Costa Rica, Dominican Republic, France, Italy, Mexico, AVI, Arizona, California, Connecticut, District of Columbia, Florida, Massachusetts, Mississippi, Missouri, New Jersey and Ohio. We are adding more countries and states monthly -so stay in touch
Tuesday, October 02, 2007
The Ten Best Places to Live
Wednesday, September 26, 2007
Millionaires in the Making....
Monday, September 24, 2007
Home Pricing Strategies
Sunday, September 23, 2007
Increasing Seller's Property Value
Saturday, September 22, 2007
Real Estate Pricing Checklist
Wednesday, August 08, 2007
FHA Loans in Louisiana
Tuesday, August 07, 2007
It's Time to Rethink the Definition of "Home"
Wednesday, August 01, 2007
NEW Drugs for Women !
Wednesday, July 11, 2007
Insurance Online ! Save Money Here !!
Friday, July 06, 2007
REALTOR APPRECIATION MONTH !
REALTOR APPRECIATION MONTH
In honor of all the work that REALTORS do for their clients,
TJ HARTFORD'S is sponsoring
Happy Hour 4-6pm
Full Menu 6-8pm with 5cent Games for kids !
Special Drink & Appetizer Prices for REALTORS, Mortgage Industry, Title Co Reps, Home Warranty Reps, New Construction Sales & Home Inspectors !
Come Join us: July 10th
TJ Hartford's
1960 S. Stemmons Frwy.
Lewisville, Tx 75067
* To be eligible for discount drink & food menu - you must tell your waiter that you are there for:
REALTOR APPRECIATION
Wednesday, June 27, 2007
Wednesday, June 20, 2007
Things to Ponder on......
Monday, May 28, 2007
Friday, May 04, 2007
Tuesday, May 01, 2007
They Said WHAT at Church ?
Monday, April 09, 2007
Thursday, April 05, 2007
Recommended Vendor List
Monday, March 26, 2007
Monday, March 19, 2007
Only a Southerner.....
Thursday, March 15, 2007
How To Avoid The Real Estate 'F' Word -- Before You Buy
Friday, February 16, 2007
Thursday, February 15, 2007
Stupid Husband Story
Wednesday, January 17, 2007
Are you good with Words ?
Sunday, January 14, 2007
For Sale in Cedar Hill - 4 Bedroom with Study
Thursday, January 11, 2007
The Right Diet?
Thursday, January 04, 2007
SOLD in FRISCO TEXAS !!
4 Bedroom Home & 2179 Sq Ft is just what you're looking for.
$219,900
4 Bed 3 Bath 2,179 Sq Ft
http://www.robertjrussell.com/mls10683562
2371 Barret Dr. Type Residential
Agent Robert J Russell
(972) 679-9029 Status Active
Levels Single story garage 2 car garage
Year Built 2002 School District FRISCO ISD
Elementary School BOALS Middle School PIONEER
High School FRISCO Interior Features , Bay windows, Breakfast bar, Burglar alarm, Carpet, Ceiling fans, Ceramic tile flrs, Corian/Corian type cntrtop, Dishwasher, Disposal, Dryer hookup - elec, Electric oven, Fire/Smoke alarm, Gas cooktop, Gas water heater, Kitchen island, Self clean oven, Slab foundation, Smoke detector, Vaulted ceilings, Walk-in closet, Washer hookup, Water line to refrigerator, Window coverings, Wood flrs
Exterior Features ,Attached parking, Garage door opener, Gutters, Interior lot, Landscaped, Open patio, Some trees, Sprinkler system, Subdivision location, Wood fencing Heating Features Central heat - gas
Style Traditional Area Frisco
Subdivision North Ridge 2 County Denton
Central AC Yes Exterior Construction Brick, Siding
Master Bedroom 16 X 13 Kitchen 12 X 10
Living Room 21 X 17 Dining Room 12 X 9
Additional Information
Paul Taylor custom home. 5 burner gas cooktop, crown molding, 5 in. baseboard, walk-in California closet in master, upgraded lighting, tile, hardwoods, stone elevation & landscape. Full sprinkler !