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Basic Sales Training

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What the

Profession of Selling

really is

What the

Profession of Selling

really is

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Highest paid – Hard work Job1

Lowest paid – Easy work Job2

3 An investment in yourself

4Most of the wealthiest people in the world are in marketing and sales

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Advantages of SellingAdvantages of Selling

Freedom to do what you want

Vital to the economy’s health

Dependent on individual’s initiative

FirstAdvantage

FirstAdvantage

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In this profession, no one limits your

income but you. There are no

income ceilings.

SecondAdvantage

SecondAdvantage

Opportunity to become as

successful as you’d like to be.

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Selling is a daily

challenge

Selling is a daily

challenge

To the Salesperson,

everydayis an

adventure

To the Salesperson,

everydayis an

adventure

New Opportunities

Everyday

New Opportunities

Everyday

Third AdvantageThird Advantage

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Fourth AdvantageFourth Advantage

Offers high potential

returns from a low

capital investment

Greater earning power

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FifthAdvantage

FifthAdvantage

No one limitsyour growth

It’s fun

It’s satisfying

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PROPER ATTITUDE AND DECORUM

Internalize the Golden Rule of sales that says, 'All things being equal, people will do business with, and refer business to, those people they know, like, and trust.'

- Bob Burg, Salesman

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Continuous Prospecting and Business Dev’t

Presentation Skills “Power to Convince”

Complete Product Knowledge

Positive Mental Attitude

Pleasant Personality

Able to Handle Objections & Questions

Personal Management Skills

Respect with co-workers/sales agents

PROPER ATTITUDE AND DECORUM

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The Sales

Process

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Locate a specific group of Consumers

Positively Expectant

Building Rapport

ProspectingProspecting

The Sales Process

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The Sales Process

Interview

Ask Questions

Identify Financial Capability

QualifyingQualifying

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Problem Identification

Clarification

Evaluate the situation

Analyze Needs

Analyze Needs

The Sales Process

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Present Appropriate Solution

Apply Proper Attitude and Decorum

Emphasize the value of the product& complete Sales Materials

PresentationPresentation

The Sales Process

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Maintain Composure

Handling of Objections and Questions

Evaluating Responses (Positive/Negative)

NegotiateNegotiate

The Sales Process

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Most important part of the sales process

Recognizing the time to close

Affirming decision(minimize buyer’s remorse)

ClosingClosing

The Sales Process

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After Sales Service

Develop a valuable relationship

Seek additional opportunity to serve

Service & Follow-up

Service & Follow-up

The Sales Process

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Planning next action steps

Ask for referrals

Continuous improvement

ReferralsReferrals

The Sales Process

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Build relationships with everyone involved in a deal2

Showmanship is a real estate strategy3

Be better prepared than anyone else4

1 Be Persistent5

Use your enthusiasm for the project to inspire others11

Points to Ponder by Donald J. Trump:

THE CHAMPION’S PRAYER

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In the morning while looking into the mirror say it three times:

“Today I will WIN, Why? I’ll tell you WHY, because I have FAITH, COURAGE, and

ENTHUSIASM. SUCCESS and HAPPINESS will be mine

because I WALK, TALK, ACT, THINK and BELIEVE like the SUCCESSFUL Person

I AM BECOMING, so Help me GOD!”

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The Complete Real Estate Institution