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17 July
2003
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The Sales Coach
eNewsletter Issue
No. 13 |
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Change
of Date to Thursday 7
August 2003
"Introducing
NLP: Neuro Linguistic Programming" (1990) by
O'Connor & Seymour.
[FIRSTNAME]
FREE
lIVE TELECLASS
(value $77)
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Hello
This
is your last and final edition of the Sales Coach, unless you subscribe
NOW and take the Free Gifts / Bribes! J
So
if you think you could do with a
fortnightly eNewsletter that includes tips and articles that could help you
increase your sales, then please subscribe NOW!
The Sales Coach Newsletter is compiled by Sales Champions, your
Australian Real Estate Sales Coaches.
Your
email address has been collected from your business card, either from
your office or via networking.
We
would like to continue to provide you with The Sales Coach Newsletter and do not wish to offend you because you may not have given personal
permission to use your email address.
You
have now received four issues,
And
this is the
final newsletter (last) (concluding)
(no
more) (finished) unless you subscribe NOW!!
and
if you have not subscribed by the next edition (subscription is FREE),
you force us to remove your name and email address from our database. (Sob) Therefore,
to continue to receive this Free eNewsletter in HTML, and other offers to
help you build your Real Estate business, please immediately click here:
subscribe@saleschampions.com.au?subject=subscribe
if you have not already advised us.
Well,
for everybody out there,
As
usual, the last couple of weeks have been flat out. The Sprint
Programme members have been kept extremely busy putting their systems into
place. Well done!
Our
Extraordinary Communication Training held last Monday went very well, with a few home truths
being acknowledged. It all makes for a clearer set of goals, and a
better business.
And
on a lighter note, Narelle took the new BMW Z4 convertible for a spin
(she'd taken the Peugeot 206 for a run the other week).
Ratings wise
- Power 206 - 7/10, Z4 - 9/10,
Noise 206 - 8/10, Z4 - 6/10,
Overall 206 -
8/10, Z4 - 7/10.
She's a hard woman!!
(Note
from Narelle: Remember I had a Thai massage sample at the Pilates
and healing centre? I had a 1 hour session last week with Sean and
it was great! You stay dressed (which is a relief for some people),
you get stretched, and find out you had spots you didn't
know existed! Call the Pilates and healing centre on (
3846 0800.)
Warm
regards, Dennis & Narelle
PS
If your office prints this out, and you want any information on any
subject, just call Dennis or Narelle on 0412 251 196 or email coach@saleschampions.com.au
PPS
If you are not personally subscribed to "The Sales Coach",
now is a great time to join! Along with bonus eBook just for
subscribing (and it's FREE), you also go in the draw to win an Integrated
Marketing Package (drawn 31 August). Just go to the website www.saleschampions.com.au and
follow the star
to win!!
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How
do you treat your Pre-Listing Kit? Do you think of
it as "just something to get to them" before they have the
pleasure of seeing you in person? What
if the only information your prospects had was in your Pre-Listing
Kit? How much business would you get?
We
recently attended a Seminar by The Unfair Advantage about Tendering, Quoting and Proposals
which gave me a couple of "AHA!!" moments. I
must admit, I never connected our business or our clients (You!) with the
concept of tendering, or putting in proposals. However, the more I
listened the more I thought:
"Hang on - this tendering
process (where a Client
asks for written submissions to determine who gets the work) was exactly
what Vendors do when they ask you for an appraisal - and what you should
be giving them when you send your Pre-Listing Kit."
So
I thought I'd pass on the principles that were discussed that night.
-
Your
Tender may be the only chance you've got. Treat your
pre-Listing Kit or Information Pack as though it is your only
opportunity. If this doesn't sell you and your service, it's not
doing it's job!
-
It's
all about THEM!! People don't care about you or your
company - they only want to know what you can do for them. So
your logo, your name and company name should NOT be the focus for your
PL Kit. The required focus is on the prospective Client.
Imagine
if you were looking to sell and an Agent sent you an informative Pack with
a large colour photo of your house on the cover with a FOR SALE Sign above
the photo! And then think what it would look like if there was
another photo below, this time with SOLD across the photo! And the
information answered the questions you were going to ask! Wouldn't
you think: "This Agent knows her stuff!"
-
Personalise
the Kit with the prospective client's name and use a catchy
headline: For example:
John
and Mary Smith Your
Strategic Marketing Plan Or:
Your Action Plan for a Successful Sale!
-
Never
say or write these words: Price, Cost or Commission - use these words
instead: Investment, deposit, instalment and take the
focus off the price and put it on the value or result of your services
for them.
-
Make
your message plain, simple and strong - why they are better
off with you than somebody else. Always focus the attention on
the benefits to the client. Good
example: Your marketing plan is designed especially for
you! It will have the advantages of attracting motivated buyers,
resulting in a sale that suits your timeframe at the price you want! Poor
example: My marketing plan is designed by me, and I will
make sure that my ads attract motivated buyers. This means that
I will sell your home quickly for a good price. (5 x I, my, me!)
-
Articulate
your Guarantee - make it clear how you are reversing the
risk from them (relying on you to do the right thing) to you (living
up to your promises).
-
Tell
them what to do next - To call, to email, to come to your
office! Tell them what will happen after they call you:
"When
you have made your decision to go ahead, call me on ......"
or "Then,
the next step is...."
-
Follow-up
persistently! Here's a staggering statistic: 60
to 80% of quoters do not follow up on the prospective client, because
the quoter expects the prospective client to call and tell them that
they have the job! And guess what happens - 60 to 80% of the
jobs that got quoted - didn't ever go ahead because the quoting
business
didn't follow up. It relates back to the previous point: tell
your prospective client what to do next! And make sure you
follow-up!
Like
to enhance your Pre-Listing Tender Kit
and increase your chances of winning the listing? Click
here and send. We'll advise you about a new service
that might be just what you're looking for!!
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You
want to know how to attract prospects by becoming the Real Estate GURU
in
your area, don't you? That is the
Agent that prospects seek out, because you give
them the information and help
they need??
This
seminar Includes solutions to these problems:
-
You
don't have permission to contact, so no contact!
-
You
can't send direct mail letters using data from RP Data or ABR databases
-
Your
Listings have dropped off
-
You've
got Inconsistent results
-
Disorganised
approach to your business
| Date: |
Thursday
7 August 2003 |
| Time:
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6.15pm for 6.30pm start until 8.30pm
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| Venue:
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Toowong
Library
Toowong Village Shopping
Centre - Free parking |
| Tickets: |
$33 (Bring
a friend for FREE!) |
Bookings
are absolutely essential
as
seats are limited!
(Also
for catering, as Yummy supper is provided!)
[FIRSTNAME]
to book your seat and be at this must
attend Seminar
send
an email to
permissionmktg@saleschampions.com.au
Or
you can Phone:
0412 251 196
/ 07 3255 0739 to book your place!
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|
With the changes to direct marketing
regulations, it is even more essential to put in place an integrated marketing
programme. Take advantage of the next 6 Week Sprint
Coaching Programme - "Foundations for Your Success" and receive
the tools and resources to do it!
In 6 weeks you will :
-
Establish the real state of your business
with the Sales Champions Business Diagnostic Report
-
Lay the 3 Foundations Of Success for
Your Business that will have you
-
Have access to dedicated Sales Coaches for
weekly 1/2 hour One on One telephone sessions to make sure your
Foundations for Success are being implemented.
-
Implement Success Foundation systems that
work at generating business, are sustainable and that minimise your time
requirements.
-
You
are provided with all of the materials you need to lay Your Foundations for Success!
-
Participate
in 2 x 1/2 Day Group Strategy Seminars - to keep you on track
and interact with other "Sprint" Participants
-
Enjoy
a fabulous Graduation Dinner complete with Awards!
The
next "Sprint" Foundations for Your Success Programme
commences on Monday September 1.
Please
contact Dennis or Narelle on 0412 251 196 or 07 3255 0739 for more details and
investment contribution. Numbers are limited so don't miss out - remember, the sooner
you start, the sooner your business has the Foundations for Success you
need. More info available at the Seminar on 7th August or on the
website www.saleschampions.com.au
For
more Info, click
here
and
BOOK
NOW!!
Early
registration will give you a good discount!
|
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12 MONTH TRAINING PROGRAMME:
Advanced Training for your Business and Personal Success
|
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"I
love to attend training because I know that when I do, I will learn and
understand more about myself, about others, or my business. Training
provides information and insights that I can use and apply to help myself, and
others to do better, or be better! I learn from other participants and
get more stimulation and motivation than if I were to read a book! I
just love it!"
If this sounds like you, click
here for information about the new Sales Champions "Business
Builder" Sales Training Programme -
the Training Programme that advances your Business and treats you as the
Business Person you are!
Looking for:
- Sales
- Marketing
- Business Building
- Attitudinal Adjustments
- Advanced Communication
Skills
and
much more, in your Training Solutions? Look no further than
here!
12
x 1/2 day sessions over 12 months gives you practical skills and intensive
Business and Sales Training.
Here
are the Benefits: Local Training (saves time), Knowledge, skills,
contacts, stimulation, motivation, implementation, confidence, new ways, more
sales, a better life!! WOW!!
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BOOK
REVIEW
- "Introducing NLP: Neuro Linguistic Programming"
(1990) by J O'Connor
& J Seymour
Book Review by Narelle
Stratford
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What
is NLP? NLP has been described as "cutting edge" communication
techniques. Or: The art and science of studying excellence! Or:
Powerful and effective change processes of the mind. And so on..
NLP
is a wonderful tool for self-development and self-change, as well as helping
others! The great thing about it, is that the mental techniques can be
applied to business, sport, health and healing, and any number of issues:
confidence, anxiety, phobias, depression, and success blocks.
NLP
can be used to create a compelling future, let go of the past, and enjoy the
present! As well, NLP is a very powerful communication tool for building rapport quickly
and easily, and for overcoming objections.
Rating:
10/10 (Very high indeed!)
PS:
As a Master Practitioner of NLP, I can vouch for the effectiveness of the
techniques - on myself and others!
Want
more info on NLP? Click
here and send for information on how NLP can help you.
|
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"Across corporate America, coaching
sessions at many companies
have
become as routine for executives
as
budget forecasts and quota meetings."
INVESTORS
BUSINESS DAILY
*-----------------HOT TIP------------------*
How
Much is a lifetime Client worth to You?
Want
to Know the Best Way to Keep Your Clients for Life?
For
information on the quickest, cheapest and easiest way
to keep in touch with
your clients, prospects and contacts
Click
here
*-----------------HOT TIP------------------*
"Inside
every successful business person is an even more
ambitious
one trying to get out. He or she just needs a little help."
Someone
To Watch Over You, 10/9/00, Australian Financial Review
Call
today, and find out how Sales Coaching can help you to turn your business
around! Ph: 07 3255 0739, Dennis or Narelle
0412 251 196.
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Could
this
FREE LIVE
TELECLASS
replace your next
Sales or
Action Meeting?
Rapport?
Some people say you've either got it, or you haven't!
Jennifer
Peterson, Master Trainer of NLP says:
"You
can learn it!"
Rapport
- it's the essence of making a connection with someone. To feel that
someone understands you and what you want. To know that you are being
listened to. To feel trust. These are all aspects of
rapport. Do you know how to achieve that level of communication, so that
your clients feel that way about you?
Find
out the skills involved in building rapport - easily and effortlessly at
the
4th
August, 2003 at 12 noon
Click on
the link: http:www.teleclasslive.com
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Want Hot Leads from Prospective Clients Who Want You to Call?
Does
it seem that you have to work very hard to get those listings? And let's
face it, cold-calling is a numbers game, where you have to work the
numbers! But what if you could get prospective clients to call you up, instead
of you cold-calling them?
Isn't
it better
to have a warm lead than a cold-call? Wouldn't that save money (no
telemarketing costs, greatly decreased phone bill), save time - so it's not wasted on doing appraisals that might
come on the market in two years time!
If
this sounds like what you need, click
here!
and
get more information!
|
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If you think of your career as
your business, click on the link to email us for FREE Reports on:
It's
Your Business!! How to
Treat your Real Estate Career as a business.
101 Marketing Options A
small taste of the myriad of Marketing tactics available to ramp up your
business!
Get
That Listing! Want to increase your listing success rate? Have a look at this one!
What's
the Value of Your Service?
Do you think your Clients and Prospects
really understand the value of your services? Check this great Report
out - it may open up your own eyes about what you're worth!!
Marketing
Matrix A great way to graphically show you how your
Marketing Strategic Plan works!
Sales Systems Analysis Take
a Good Hard
Look at Your Business
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We do not rent, sell, or provide any other person, business or organisation
with your name and business address, or email address, EVER.
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Narelle Stratford & Dennis McMahon
Sales Champions
26 Cordeaux Street, West End, 4101 Qld Australia
ABN:
2304 241 2603
Ph:
61 + 7 +
3255 0739
61 + 7 +
0412 251 196
email:
coach@saleschampions.com.au
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Copyright
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Sales
Champions |
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