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Great eNews!
home
/ Great eNews! / Dec 8
Newsletter
The Sales Coach
eNewsletter
8
December 2004 Issue No. 48
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Hello there!
Here is your latest edition of "The Sales Coach"
eNewsletter, brought to you by Sales Champions, your Australian Real Estate
Sales Coaches. The Sales Coach is your fortnightly eNewsletter that includes tips
and articles for helping you to get more Listings and Sales.
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Christmas parties, time out, fun and the anticipation of love,
laughter and happiness helps to make Christmas a special gift. For our part, we
love helping people, and there's a great feeling in being able to assist
someone with business choices and ideas as we did with a girlfriend on Sunday
over coffee at Southbank.
Part of that gift is of course, the gift of being present with the
person you're with, and how that very same 'presentness' will win you happy
followers and for you, more listings and sales.
How often have you sat and talked to someone about their property, but all the
while your mind is on whether the kids remembered lunch, whether it's going to
rain all day and can you get the washing dry, or whether you paid that bill in
time?
Read
more below ....
Today we're at beautiful Caloundra for a couple of days (our
Sunshine Coast Coach - Dave has his seminar at Mooloolaba tonight, where you
can learn how to attract more easy listings), so hopefully we will catch up
with some of you tonight.
'til next time, Cheers Narelle and Dennis
right hiring decisions!
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SEMINAR -
IT'S ON TONIGHT! Mooloolaba
Yacht Club 6.15 for
6.30pmstart Email: Dec 8 Wednesday PH: 5450
6300 Mobile: 0409
545 063 |
Make Sales Easily
when
You're NOT a Salesperson
By Narelle Stratford & Dennis McMahon
Ever noticed that you get a buzz from helping friends, and more
often than not you don't get paid? They love your ideas, they think about what
you're saying and question you to understand more and in essence, they buy you.
Your focus has been "How can I best help John / Jenny
solve their problem?" You pay attention, listening effortlessly and
acknowledging what John / Jenny comes up with. And it's easy, isn't it?
On Sunday, we were at the Southbank river cafe strip in
Brisbanemeeting a friend of ours. As normal, we discussed what was going on in
her life, and ours - as you do when you meet a friend.
Then Rosalie (who's a counsellor) told us about a business idea
she had. Her idea is to set up a paid eJournal or Newsletter that would provide
people in the counselling field with a central information medium (including
website, etc) for getting up to date information on new trends, thoughts,
etcetera, and also to know who to refer clients to, for particular needs.
And we had a fantastic couple of hours bouncing ideas around - you
know "what if you did this?", and " maybe if you did
that?", "have you thought about the bit after that?" and
"can you try this?"
At the end of that time, Rosalie had a much clearer picture of what
she was going to do, and what the next steps were. And we had a great time,
doing what we love to do!
Basically, Rosalie saw a gap in what people in her field needed
and what was available - and that's where the whole sales business comes from!
1. If there's no gap, there's no need.
2. If there's no need, there's no desire for change.
3. And if there's no desire for change - there's no sale!!
Thinking about that experience afterwards, and in conversation
with one of our Coaches, it struck me -
"If I meet you and I am present in all of my
discussions and meetings, and my only focus is to find out what you need help
with, and find the best solution for you, or send you to someone who has it,
then I've been the best help I can be."
And that's not sales, that's a relationship!
Which takes all the pressure off me to be a super salesman/woman.
All I have to do is:
· Be curious
· Want to help
· Be interested in you
· Be "present" which simply means being focussed on the
person I'm meeting with and her or his issues. Not whether I'm going to make a
sale, or whether I'm getting the listing, or whether they'll pay marketing
money, or whether they'll go for exclusive, it's none of those things.
· Clearly identify what needs and desires my Clients have - their
'gap' that needs filling
· Create / develop and offer them the best solution to meet those
needs.
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My responsibilities are heavy, though. If I am to offer my Clients
the best solutions, I need to be aware of ALL the possible solutions that are
available.
So I need to:
1. Continually educate myself, and keep up to date
2. Network with people who can inform me
3. Pay to Subscribe to Publications that wil help me to help my
Clients
If I don't do these things, how can I offer the best solution to
my Clients? And of course, what if my Client doesn't choose to accept the
solution I offer? What should I do? Take their business anyway?
I'm sure you've all been in the situation where a Client didn't
listen to your advice, and even so, you accepted them as a Client.
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Baskets available as Vendor or Buyer Gifts Click on picture |
I'm also sure that you remember the trouble, time, effort
and money that some of those decisions cost you!
Sometimes the best solution for your Client is to let them be
someone else's Client.
Again, if that's the best thing for them, then you have performed
your role to the best of your ability. And next time, you may be able to offer
them something that this time you couldn't.
So, in the spirit of Christmas, enjoy the gift of another's
presence when you are with him or her. That way, you will both be happy. Hope
you enjoyed this article. If you want to talk about the gift of results from
Sales Champions, do contact us.
"So glad we decided to take on Sales Champions (Sprint Programme) , it has provided us with fantastic tips and
tools to increase our productivity and time management.
It is always very tough to complete on time the lessons and
to make the phone calls but extremely worthwhile. We all think we know how to
do it and have good ideas of what we should be doing!
Narelle has nurtured us in such a way that we DO implement
what is needed to be done, if we had not paid the money and taken on the course
we would still be procrastinating and probably not have implemented much at
all.
Besides why re-invent the wheel when you are provided with a
wheel which is perfectly balanced and will carry you through to your
goals……that’s if you believe in yourself? If you don’t then you need to speak
with Narelle & Dennis!
Narelle has changed my life and my bank balance! I am now an
ex-smoker after 30 years of addiction and have sold 9 properties so far this
month with more on the way before the month ends!
If I / we implement all of the nurturing tips provided in
this segment we can guarantee lots of business in the future ahead. Thanks
heaps guys!!!!! — Linda xxxxxx"
Linda Rawson RE/MAX Cairns17/11/04
If you're looking for additional streams of income, you owe it to
yourself to check out the NO BS Zone
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"To those who believe, anything is possible" St. Bernard of Clairvaux |
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Sales Champions |
Dennis McMahon & Narelle
Stratford |
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© Dennis McMahon & Narelle Stratford 2004 |
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