Global Success Coach

Fire The Seller

Listen to the Audio here -

In a real estate market where sellers are slow to meet the new market price, there comes a time when you need to decide do you have an asset or a liability with the listings you are currently carrying. If the listing isn't likely to sell in the next 30 to 45 days its really a liability. So maybe its time to 'fire the seller' One good thing I will tell you is that if you try this strategy, 80% of the time the seller will get real and become one of your best listings. The other 20% of the time they will take you up on your offer to move on to another real estate agent, and thats ok too, as you now are released from the burden of a liability listing that wasn't going to sell anyway. For the script and a real live example of how to go about this listen to the audio below.

Its a recording of an interview between a real estate salesperson Malcolm Taylor and myself- I know you will enjoy it.

Selling Is An Effective Conversation

By http://ezinearticles.com/?expert=Daniel_Sitter Daniel Sitter

Everybody is talking! It seems like that phrase has been around for some time. It is so true, more so today than ever before. Everybody is indeed talking. Our society and technology have made it easy, effective and inexpensive. We talk on the land phone, cell phone, conference call, voice mail, email, letters, notes, signs, radio, television, the web, direct mail, blogs and seemingly countless other means. We talk directly, indirectly and covertly, behind someone's back. Our communication is both positive and negative, and operates at a wide variety of volume levels from the sublime to the skywriter. It seems that everyone has something to say.

Salespeople, marketers and companies are listening too! We are all paying attention. In a day where the viral action of a mere blog post can reach more people than almost any other form of media, we are more aware than ever that there is real conversation going on at every level imaginable. Consider the RSS phenomenon. I have RSS feeds keeping me abreast of new developments and conversations in virtually every area of my interests. I have even combined some of these feeds from a variety of sources within a single industry for my viewing and listening pleasure. That is correct, we are no longer limited to simply the written word, but may enjoy video and audio from an almost unlimited number of sources, custom delivered right to our desktop!

So why are we discussing this here? We are in the Age of Conversation. Consider how fast information is now becoming available. A mere century ago, we relied on newspapers, telegraph, cryptic radio and telephone and the mail to spread the word. As a result, change was slower to occur. Speed up the rate of communications and you increase the rate of change. Today, information that may alter the face of an industry is available instantaneously; at least for those who are paying attention.

These conversations are becoming critical to both our sales focus and marketing efforts. Today, marketers can survey an entire market segment by monitoring applicable blogs and pod-casts in their industries. Companies that are paying attention can adapt and tailor their marketing and sales strategies and tactics on the fly. They can be flexible, quick to either cut their losses or to change course and pursue an immediate opportunity.

The savvy salesperson is positioned to be a foot-soldier and a ground-level conversationalist. Having an "ear to the ground" or "nose to the grindstone" so-to-say enables us to respond to market changes more rapidly. Product, market and application information as well as troubleshooting assistance has become almost immediately available, enabling a sales call to be a completely beneficial experience for both salesperson and customer. This daily conversation then, becomes part of the growing community of conversationalists where everyone has the opportunity to make both deposits and withdrawals. Your participation in your industry conversations may become your most effective sales strategy.

Every entrepreneur, marketer and salesperson needs to be participating in the numerous conversations found on countless blogs everywhere. Communicate. Share your expertise and get to know your community. Opportunity abounds, but you have to be prepared, know where to look and always be ready to act.

Daniel Sitter, author of both the popular personal development book, Learning For Profit, and the highly anticipated business book, Superior Selling Skills Mastery, has garnered extensive experience in sales, training, marketing and personal development over a successful twenty-five year career. http://www.learningforprofit.com/  Read his blog http://ideaseller.typepad.com/  http://www.idea-sellers.com/

Article Source: http://EzineArticles.com/?expert=Daniel_Sitter http://EzineArticles.com/?Selling-Is-An-Effective-Conversation&id=642473

How to Recover from a Sales Slump

How to Recover from a Sales Slump
By http://ezinearticles.com/?expert=Robert_Seviour    Robert Seviour

Have you experienced a period when you simply couldn’t sell? If your answer is no, then you are either one of the world’s best salespeople or you haven’t been doing the job very long.

Here are the symptoms: it generally starts when a deal that you really need fails to materialise, that sets off a negative loop. You feel a bit down, so you don’t try very hard, consequentially, your sales performance drops. And this of course, repeats.

It seems to be part of the character of some sales people that they have a 'bi-polar’ type of behaviour. When things are going well, they are big-spenders, party animals. When the going is tough, they get depressed and enter the downward spiral.

Here’s what I have found to fix the problem. Do some energetic prospecting, even if you don’t feel like it. Taking action is the key. Sitting around feeling sorry for yourself doesn’t help and it seems to have no time-limit either. Doing something constructive changes your perspective and with sufficient energy input, you can be sure of getting a sale or two. Success breeds success. Even small orders make you feel better, then you can build from there.

I’ve found myself in a sales desert a number of times and been tempted to quit selling and try something else. My advice to you if you think the same way is don’t do it if making good money is important to you. Over a couple of decades, I have observed that people who have in sales jobs are likely to progress to higher levels in their organisation and make a great deal of money along the way. The problem with changing careers is that the knowledge and skills that you have accumulated in a prior occupation may give you little advantage in a different job.

To keep myself motivated to sell, I need only think of one day about 10 years ago. I’d taken 3 months off from my regular work to do some renovations to my elderly father’s house. It was great to be doing something different, but I was living on savings for the period. When I got back to my sales job, I had no money in the bank and all my old leads were either sold or had gone cold. Fortunately my wife had the right instinct, she told me to, ‘Get out there and knock on some doors’. And I did, literally.

A couple of miles from my home there is a science / business park. I began prospecting door-to-door. The first place I called on told me, ‘We tried sales-training, it doesn’t work’. The next company was full of white-coated lab technicians who looked at me as though I had just arrived from outer space. We certainly didn’t establish communication. On attempt three, the branch office of a major insurance company, the Sales-Manager said, I’m busy right now, come back in an hour. When I returned these were his exact words, ‘I’ve got thirty people and I want to give them two sessions starting in week’s time’.

I gave no presentation whatsoever. And amazingly, he went on to say, ‘Send me your invoice now. I need to pay it before our financial year ends’. So I sent in my bill, received a cheque, and then he postponed the job three times before I finally did it.

My stats for that day of prospecting: I called on 11 companies in about 4 hours of door-knocking. Three organisations had some interest and one of them gave me a series of work worth over $10,000. Including the insurance company, the total value of jobs obtained that day was $14,000.

A taste of success gave me back my motivation and this experience taught me a lesson about how to deal with sales slumps.

‘Energetic action’ worked for me and I think it will for you too. http://www.robertseviour.com/7-deadly-closes.htm  Free Sales Masterclass  http://www.seviourbooks.com/  Selling for Engineers manual and Seminar

Article Source: http://EzineArticles.com/?expert=Robert_Seviour http://EzineArticles.com/?How-to-Recover-from-a-Sales-Slump&id=645720