Category: Articles

Blog posts that are articles.

Real Estate Sales Success: With Integrity, Without Stress

by Jacques Werth, as told to Paul Bunn   (and posted by Carl Ingalls)

We were in a large meeting room in a nice hotel, in a suburb of Seattle. Twelve successful Realtors were attending a Real Estate Sales Mastery workshop. They were an unusually well-dressed group for a two-day offsite workshop.

At our request, one of the participants had borrowed a sample front door and door frame from a builder. It was in the front of the meeting room and it was braced to stand on its own. The outside of the door was to the right, and to the left of the inside of the door we had a kitchen table and some chairs. Those were the props that we needed to begin the first exercise.

One of the workshop participants was asked to role-play how she approaches a visit to a homeowner who wants to sell his house. The instructor played the part of the home owner.

The first Realtor walked up to the outside of the door and knocked. The instructor opened the door and said “Hello.”

The Realtor flashed a big smile, held out her hand and said, very cordially, “Mr. Smith, it is so good to meet you. I am Pam Jackson with XYZ Real Estate. How are you today?”

The instructor invited her in and offered her a chair in the “kitchen.”

“Your home is very lovely. I really like what you did with the kitchen,” said Pam with delight, while looking all around.

The instructor stopped the role-play at that point and thanked Pam. He asked her to switch roles. She would now play the homeowner and the next participant would play the Realtor. He was even more effusive than Pam. Each successive Realtor tried to out-do those what went before them in their attempts to impress the “prospect” with their enthusiasm, charm and likeability.

During those role-plays, the other Realtors watched intently and remained very quiet. Several preened their clothing and hair before it was their turn.

For the second part of the role-play the instructor played the part of the Realtor, with Pam playing the homeowner. The instructor knocked on the door, and the Pam opened it. “Yes?’ she said.

“I’m Joe Instructor with HPS Realty. Are you Pam Jackson?

“Yes, I am,” she said, reaching to shake his hand. “Come in. I suppose you want to look over the house.”

“Before we do that, we need to get to know each other and determine whether we have a mutually acceptable basis for doing business.”

Homeowner: “Okay, we can sit in the kitchen, here.”

Realtor: “When we spoke on the phone we agreed this meeting would take about ninety minutes of uninterrupted time. Have you arranged for that?”

Homeowner: “Yes, I turned off my phone and put the dog out in the back yard.”

Realtor: “We agreed that the purpose of our meeting is to determine whether we have a mutually acceptable basis for selling your home. Is that your intention?”

Homeowner: “Yes.”

Realtor: “And, we agreed that if we can meet your conditions of satisfaction for the sale of your home, we will make a decision about that today. Is that still your intention?”

Homeowner: “Yes, it is.”

The instructor thanked Pam and asked her to rejoin the rest of the group. Then, he asked the entire group “What did you notice about the way I just approached Pam, the prospect?”

They called out their answers:

“You were very straight-forward,” “You were dignified,” You were very relaxed,” “You were authentic,” “You were not acting,” “You were in control,” “You asked for and got commitments,” Pam then capped it off with, “I felt privileged to be your prospect, I felt respected, and I felt respect for you.”

Then, the instructor explained exactly what he did, why, and how he did it, and asked all of the participants to replay both roles – doing it that way.

At the end of that exercise, they were offered a choice; continue to sell by out-charming, out-smiling, out-dressing, out-dancing and out-impressing their competition, or learn how to sell on a basis of mutual trust, mutual respect and mutual commitments. They all chose the latter.

What if the choice was yours?

What do you want to do?

Why Most Sales Tips Don’t Work

By Paul Bunn and Carl Ingalls

The Quest for the “One”

Many salespeople who contact us are looking for that one all-powerful sales tip or technique that will make them more successful.

Finding Buried Treasure

Many sales seminars are sold by promising to deliver a “new” tip or trick or a silver bullet
technique that will magically make all of your customers buy.  Enticed by the possible existence of a secret weapon that you haven’t heard about yet, you continually search for this buried treasure…based on the belief that one more elusive idea will catapult you to sales success.

Breakthroughs?

Nearly all of these ideas that are presented as breakthroughs have been around since the beginning of recorded selling history.  From using a prospect’s first name over and over throughout your conversation with them, to using your charisma and charm to create a relationship so they’ll buy from you, to acting interested.  A recent Google search yielded hundreds of sites offering anywhere from 10 to 75 tips per site.

They Often Make Sense

How do you determine whether a sales tip or new idea will actually work?  Often, the effectiveness of the latest “killer tactic” is based upon folklore, or a singular success story.  The most popular ones make perfect sense, because they are very logical – at a superficial level.

The Reality, Part 1

It is when you actually try to apply these ideas that problems occur.  They don’t work as they are supposed to.  For example, you encounter unexpected sales resistance, and you think you just didn’t do it right.

The Reality, Part 2

It isn’t you…it’s the technique.  Techniques that are based on persuasion, whether overt or covert, no matter how sophisticated, actually prevent more sales than they generate.

An Alternative

Learn to sell using the opposite of persuasion.  Focus on what people want and don’t try to change that.  It’s not about technique; it’s about intention.

If you want to learn more about this, read Chapter One of the book High Probability Selling.

Dignity, Self-Respect and Real Estate Success

A Different Mindset for Successful Realtors

We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales courses. And, all of them had previously been trained by one or more well known real estate sales trainers. So, why did they spend time and money to participate in our particular courses?

Word got around that they should read our book, “High Probability Selling” (HPS). It is not a textbook or a how-to book. It tells the story about a veteran salesperson (in the packaging industry) who learned how to find and make appointments with prospects who wanted to buy what he had to offer. It showed them how, by being direct and honest with prospects, he could close a much higher percentage of them.

So what; isn’t that what all sales trainers say? No, it isn’t. Most sales trainers say they can teach you tricks and techniques to get more appointments and close more sales. If you have the drive, motivation and guts to use the manipulative tactics they teach, it usually works. However, most Realtors don’t like to use those tricks and tactics. They don’t like how they feel about themselves when they sell that way. Unfortunately, those who will not sell that way often adopt a totally soft-sell approach and they don’t sell very much.

This book presents an entirely different sales process based on mutual trust, mutual respect, and authenticity. It’s about being totally forthcoming with people. It’s about being who you really are, instead of acting the part of a charming and charismatic professional. In that shift, those highly successful Realtors saw the possibility of regaining their dignity, self-respect and self-esteem. They wanted that more, a lot more, than they wanted to increase their income by some large percentage.

When they participated in the HPS course, they no longer felt the need to be overly courteous, overly friendly, or extremely accommodating. They gave up the ultra-cheery persona, the rapport-building techniques, and the insincere flattery. Instead, they learned to stop treating prospects like prey and to deal with them on the basis of mutual trust and respect. To do that requires a totally different mindset and an organized sales process designed to achieve that kind of a relationship. They also learned how to disqualify untrustworthy prospects before they become the worst kind of clients.

HPS is not a soft-sell process. It requires total disclosure by both parties. Clear, explicit mutual agreements and commitments with prospects who are ready, willing and able are required. Prospects who withhold commitments are temporarily disqualified, quickly and courteously. They will be provided with more opportunities to make commitments again, soon. That saves the substantial time and resources that are wasted on prospects who do not intend to buy.

How did the training work for those successful Realtors? It created a new, more enjoyable way for them to live their lives, and to sell even more in less time. Work became more like fun than work. Personal relationships improved. Their sales and income improved. Many of them hired staffs and their staffs also enrolled in HPS courses. They enrolled in follow-on programs to get a deeper understanding of the HPS mindset that they experienced in previous courses.

If you want to see how the HPS mindset can work for you, read the book, attend an HPS Mindset Teleconference, or both.

Recession: A Great Time to Sell

What Good is a Recession?

Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time to be selling. A recession is defined as two consecutive quarters (3 month periods) when economic activity, i.e. total sales, is lower than the two preceding quarters. In severe recessions sales have been as much as 15 percent lower than the two preceding quarters. That means that (only) 85 percent of your market is still buying. However, most of your competitors will have substantially cut back on their sales efforts.

A Time to Sell More, Not Less

In the 1980s, at the start of the personal computer era, there were 151 computer manufacturers in the USA. Due to over-production, the industry went into a tailspin. Fifty-two of those computer manufacturers went bankrupt in the first year of that industry recession. At that time, I was the Executive VP of a company that provided manufacturing equipment and tools to the computer industry.

Most of our competitors, the suppliers to the computer industry, feared the recession. So, they cut back on their sales and marketing efforts. However, our company hired and trained more salespeople, and we increased our marketing efforts. And, that was a period of maximum growth for our company.

Think about it! During that recession, 99 of the original 151 computer manufacturers were still building and selling computers.

And, their average sales went up because their failed competitors could no longer supply computers to the market. There were 33 percent fewer computer suppliers in a market that was buying 15 percent fewer computers. Therefore, the computer companies that survived did an average of 18 percent more business. However, our company’s sales to the computer industry increased by almost 100 percent because most of our competitors made themselves weaker due to their fear of the recession.

A Time to Gain Market Share

Even companies that have a very large market share should continue their levels of sales and marketing during a recession. That has been proven in the auto industry where American manufacturers are managed for profitability per quarter and Japanese manufacturers are managed for long-term growth. While the American car companies have cut back on marketing and sales during recessions, Japanese car companies have continued at pre-recession levels. Thus, the Japanese gained market share during the recessions and they held onto their market share gains when the recessions ended.

Adjust Your Sales Process

Whether you are running a company or your own book of business, you should be able to considerably increase your success during a recession. However, it is not “business as usual.” Having a highly effective sales process is more important than ever.

You must be able to efficiently find and identify the high probability prospects. You must be able to work with them on the basis of mutual trust, mutual respect and mutual commitments.

Tags: ,

One-Minute Sales Tip: Say Goodbye to Resistance

What causes sales resistance?

It’s not automatically produced by the customer; it’s created by the intention of the salesperson. Resistance is created when the salesperson intends to do whatever it takes to get the prospect to buy.

Most people perceive this as pressure.  The natural reaction whenever pressure is applied is resistance. Remove the pressure, and you and the customer breathe easier and more business gets done.

Resistance is not a factor when seller and buyer both want the same thing – to do business together. Change your intention.  Find the prospects that want to buy and say goodbye to sales resistance.  

Script Your Way to Being a Good Listener

By Paul Bunn

“I’m just preparing my impromptu remarks.” – Winston Churchill

One of the keys to effective listening, especially over the telephone, is to use a script.

Before you recite a myriad of reasons that disagree with that idea, momentarily suspend your disbelief and read on.

When prospecting, or selling, you either follow a well thought out process or you’re “winging it”. The chances are that if you’re winging it, you’re not thought of by your prospects as a good listener.

We train salespeople to design “offers” that quickly and accurately describe their product or service. Then we drill them on how to reply to eleven typical responses that they are likely to hear from prospects.

We also recommend that they create a “prospecting board” or visual display of these responses and standardized phrases to handle them. The most successful prospectors use them every time they prospect. Therefore they don’t have to memorize the replies, even if there are only 11 replies needed.

These successful prospectors also read their offer (script) every time they make a prospecting call. Do they sound like they are reading from a script? Yes, sometimes, in the beginning. Does it adversely affect their results? No, it actually has a positive effect.

In numerous surveys on the decision criteria people use in making important purchases, trust and respect are numbers one and two, respectively. Effective selling, whether you’re using High Probability or not, is about those two factors. Listening to prospects is one way to achieve mutual respect.

Even people who are great at multi-tasking find it very difficult to concentrate on two different speakers at the same time. If you are trying to listen to your prospects and at the same time, thinking about what you are going to say next, you’ll find that you don’t hear them or connect with them deeply enough.

Using a script is a reliable and measurable way to discover what works and what doesn’t work in your communication. It also is a way to be well prepared for making calls, and increase your listening and building a relationship of respect with your prospects. Scripts also keep you in control of the sales process.

If you are a salesperson who uses High Probability, perhaps this article is a reminder about one of the fundamentals of written offers and responses. For those of you who want a refresher or coaching on your prospecting system, stay tuned for the announcement of the High Probability Mastery Coaching Program. Or call us to find out more.

If you are a salesperson who is not using our system, to discover how using a script and a few short responses can help you sell more with less stress, and build relationships of respect with your prospects. Or, if you want to discover what HPS sounds like, give us a call at (610) 566-1535, or toll-free at (800) 394-7762.

When Common Phrases Sabotage Sales

by Jacques Werth and Paul Bunn

We live in a cynical world.  Salespeople have helped create that world, by using words and phrases in ways that trigger suspicion, create mistrust and sabotage sales.

Many of these words and phrases are part of traditional and popular sales techniques that are intended to create trust and “build rapport” but actually do the opposite.

You may not even realize that you are using these words and phrases in a way that negatively affects your communication and your business.

Here are four of the most common ones:

“Interested”

Interested is the word that salespeople use when they don’t want to hear “No.”  Interested is the word that prospects use when they don’t want to say “Yes.” There is no commitment associated with interest.

Interested people are gathering information.  Interested people are not ready to buy.  Selling to them when they are merely interested is usually a frustrating waste of your time and energy.  Also, experience shows that it virtually guarantees that when they are ready to buy, they won’t buy from you.

Interested indicates an opportunity for marketing, not sales.

“Honestly” or “To Tell the Truth”

People pay more attention to what you do than what you say.  They have learned that when a salesperson says they are going to be honest, they are likely to do the opposite.

When it comes to honesty, don’t say it.  Be it.

“Just” or “Only”

“I just wanted to let you know…” or “Just fifteen minutes of your time.”  What does the word “just” imply in sales situations?  It communicates that you seem to be trivializing your communication in order to disarm the prospect. You’re minimizing the importance of your products and services, and your own time.  If someone is a real prospect for your product or service, it’s an important priority. 

“Thank You”

While gratitude in a business situation is often warranted, “Thank You” is one of the most over-used and abused phrases spoken by salespeople. 

There is no need to thank prospects for their time and attention.  Repeatedly thanking prospects and customers implies a subservient, begging, position, which will cause a loss of respect for you.

If you say thank you when no real value is received, then you will be seen as being insincere and phony.  That impression will sabotage your credibility, mutual respect and lose business.

In High Probability Selling, we have a list of more than 30 of these words and phrases. We train salespeople to become aware of, and then either eliminate them or radically change how they use them. 

People want to do business with people they can trust and respect.  They will try to avoid doing business with anyone who arouses suspicion.  The words you choose and the way you use them make all the difference.

To learn how to communicate with trust and respect, click here.

High Probability Selling
© 2008.  All rights reserved.

A Process for Sales Success

by Jacques Werth

Most salespeople, sales managers and sales trainers know that sales training seldom has a lasting beneficial effect.  The American Society for Training and Development (ASTD), and other research organizations state that less than 25% of the people who take sales training courses obtain a sustained increase in their sales performance.   Why not?

The vast majority of organizations that conduct sales training teach the subject the same way they would teach a Philosophy or Literature class.  They outline their beliefs about the basic outline of their sales methods and invite the students to fill in the blanks.  However, for every product, service, industry, market and salesperson there are myriad ways to fill in the blanks.  Furthermore, the students are encouraged to “think creatively” in each situation; to “adapt their sales methods” to each individual prospect.  Almost all of them find that selling that way is too complex, and too difficult, to implement in the real world with real prospects.  

Creativity is extremely important to artists, researchers, consultants, parents, and in many other fields.  In sales, a consistent process that seldom varies is far more important.  Then, making changes to parts of the process should only be done when you discover something that consistently works better.

Top salespeople look at their selling skills as a craft.  Like carpenters, surgeons, accountants, and other skilled practitioners, they strive to do what works best the vast majority of the time.  That means they constantly hone their craft.  Working from a process outline, they fill in each section with what works best.  Most of the best salespeople seldom deviate from their complete sales process.  Rather, they work with written questionnaires and check lists during their conversations with prospects and customers. 

This is a typical sales process outline used by many top salespeople:

  1. Only meet with prospects that are ready, willing and able to specify or buy your type of product.  Confirm the facts before the first meeting.
  2. At the meeting, or telephone appointment, agree on the rules of engagement for the sales process.
  3. Determine whether you can have a relationship of mutual trust.
  4. Determine whether you have a mutually acceptable basis to do business.
  5. Agree on the prospect’s criteria for buying your product or service.
  6. Demonstrate how you will fulfill the prospect criteria and consummate the sale.  

For a lasting beneficial effect from sales training you must develop or find a consistent sales process, comprised of reality-based measurable steps and written questionnaires.  Then, you can develop the skill to utilize the process for consistent, long lasting sales improvement.

For more information about our proven sales process, click here.

_____________________________________________________

High Probability Selling Inc.
(C) 2007.  All Rights Reserved.

Two-Minute Sales Tip

“I Know Your Time is Valuable.”

Is that what you tell prospects that you call?

Don’t.

And don’t tell them:

  * “This call will only take a minute,“

  * “My visit will be very short,” or

  * “I won’t waste your time.”

Your time is much more valuable than any prospect’s time because it is your life.  To imply that your time is less valuable than the prospect’s accomplishes two things; the prospect perceives that you are insincere, a fool, or both.

Trust and Respect are the two most important buying decision factors for most people.  When you imply that the prospect’s time is more important than yours’, you have put yourself below them. That instantly lowers their respect for you. When they perceive you to be insincere, that automatically diminishes trust.

What to do instead.  Convince yourself that no one’s time is more important than your own.  When you cherish and respect your own time, you do not waste it on prospects that are not likely to buy.  Prospects will intuitively perceive that you are not a time-waster.  That makes them feel good about taking your prospecting calls.  They will also feel good about doing business with you when they want your type of products or services.

To learn more, visit our website:

_____________________________________________________

High Probability Selling Inc.
(C) 2007.  All Rights Reserved.

Close Effortlessly without Pressure or Anxiety

By Jacques Werth, President

High Probability Closing is not an event. It’s an integral part of the entire sales process.  We define “closing” as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and 45 times.

Closing starts when we set the appointment and then ask, “If we can meet all of your conditions of satisfaction for (this product or service), what will you do?” If the prospect doesn’t reply with “I’ll buy it,” or words to that effect, we immediately cancel the appointment, for now. However, we will continue to call the prospect every three to four weeks until he/she is ready to make a conditional commitment.

Most salespeople set out to contact a large number of people who have an apparent need for their products and service. Their objective is to convince every one of them to grant them an appointment.

If we don’t get a commitment at any step of the sales process, we determine whether the commitment that isn’t accepted is a deal breaker. If so, we terminate the sales process (perhaps temporarily) and we leave. Why? Staying and pitching to a prospect who does not make commitments almost guarantees the following:

  1. The probability that the prospect will buy on that visit is highly unlikely.
  2. You’re wasting your time and the prospect’s, thereby creating resistance to yourself and diminished respect.  That leaves them with a negative perception of you.
  3. If and when the prospect does decide to buy in the future, it’s most likely that he/she will buy from a competitor.

Think about how you would react if you were the prospect. This salesperson has given you all the information you need to make a decision when you were not ready to buy. Though mildly annoyed, you listened to their entire sales pitch. Now, when you are ready to buy, isn’t it likely that you will check what his/her competition has to offer? If the competitor’s salesperson appears equally competent and seems to have as good a deal, who are you most likely to buy from? Will you buy from the salesperson who is there now, or will you have him/her leave and call back the one who you wouldn’t buy from before?

However, if the prospect is ready to buy and we do arrive at mutual commitment throughout the initial sales process, we hardly ever encounter any “think it over” objections at the end. The prospect has just made dozens of commitments and affirmations of their intention to buy every feature, benefit and detriment of your product or service. At that point the prospect is anxious to consummate the sales process and get the benefits of your products and/or services. They have literally convinced themselves of the practicality of those decisions. The human mind operates like a self-validating computer. It does not doubt its own data.

People who utilize this process attain very high closing averages, both per number of prospecting offers and per number of prospect visits.