Sales Training Gallup NM
by Jerry Rouleau
Recently I was in a meeting with an investment firm that was considering buying a housing company in a key housing market. They commented on how much competition there was in that market. I said it's really simple, if they wanted to outsell their competition and be the top in their market. I don't care who is in your market already, what they sell, and how good they are. You can out sell, out produce everyone, if you understand the simple facts of life.
It not about you, it's about the customer.
Focus on the customer. I hope that's why you're in business. Remember the customer is the one that pays your paycheck. You are not the only business in town and people will choose where they do business. If you want to sell yourself, let the other person talk. In most cases the customer buys you first, then the product. If they don't feel comfortable with you, they are not going to buy from you. It's that simple. In the short run you may get away with it, but guess what, it will come back to hurt you.
It's about listening skills
Do you want to sell to a customer? Then be quiet, and listen. You'll never sell to them, if you don't know what they are looking for. Most of us spend way too much time talking and don't have a clue on what the customer has on their mind. Try consultative selling. Develop questions that get your customers talking about their needs and dreams.
It's about getting back to the customer.
Why is it so hard for a customer to get a builder to call them back? Industry surveys that I have conducted show that only 24- 33% of the builders follow up on their leads. If you want to excel, it's really easy, the odds are in your favor. The business is there if you want it. It's no different than all the other things we do in our lives. I recently was planning a reception and called six caterers seven months in advance. I started off with one question. Are you available on Saturday evening April 17? All six said they were, I asked them to send me information on their services and references. Only four sent me literature, and only one followed up. I liked the people, they were appreciative, they were professional and their references showed the same. Guess who I did business with? They were all free that evening, only one made the attempt, and only one got the $11,000 spent for that evening.
It's about making them feel important.
Most people think very highly of themselves and rightly so. They are the most important people, and if you treat them right, they will reward you with their business.
It's about showing them you appreciate their business.
Let your customers know that you want to earn their business and want to help them. Make it fun for a customer to buy a home from you. Buying a new home should be a...