cdmentor
10-14-2004, 07:07 PM
Hi All,
I speak with a great deal of people in the daily course and scope of running my own business and doing deals. I learned that success in this business (making $$$$) is dependent on two words "WORKING SMART".
There are many excellent strategies to make money in the CRE world but without a sales-marketing and negotiation system you are doomed to quit out of frustration, rejection and not going to the bank often enough !
Motivation is a wonderful thing but it is no replacement for the right tools and skills to do the deal. Telling yourself that "you like yourself" in the bathroom mirror or walking on hot coals will not pay your car payment on your used Yugo™.
I just wrote this little true -false exam on my G.U.T.S sales system. Take it and see how you do.
Warning ! This is not your conventional technique of selling and the answers will surprise you.
After you answer the question scroll slowly to see the answer below.
1. A prospect should be qualified in the first 3 minutes or less of a conversation. True or False
True. Forget about the presentation and qualify quickly with finesse. What's the point of wasting time with a prospect with no needs, no money or the ability to make a commitment? If you want sales to be fun and profitable you have to discover if there is a likelihood of doing business in the first place. The presentation only comes when you are satisfied that there is a reason to do business.
2. Presentations are usually a waste of time. True or False
True. Same as above. Stop wasting time giving free presentations to people who will never buy from you in the first place. You have to qualify first, close second and present last.
3. Salesmen should be subservient to the needs of the client. True or False
False. Why do salesman take crap all day long? If you are truly a professional, then isn't it time to act like one? How does your doctor or lawyer act when you seek services or advice from them? Mutual respect is mandate between the buyer and the seller.
4. Work hard. True or False
False. If working hard is the key to success then why isn't my garbage man driving a Cadillac? Working hard, while commendable is not working SMART! It's time to spend your time with the more likely prospect who you can do the deal with. Let your competition spend their resources with the time wasters.
5. Getting the prospect ticked off can be a good thing. True or False
True. If you can't control the conversation and get some emotion out of the prospect then you are spinning your wheels. My Mentor used to say, (make them laugh or make them cry, but by all means make them do something and DQ (do it quick)!) People take action (buy) when there are strong emotions involved and you have a product/service that provides a solution.
6. Patience is a virtue in sales. True or False
False. Intellectual prospects take forever to buy and drive most salespeople crazy with all that crossing the T's and "think about its" and "talk to the spouse stuff". Give them to your competition and focus on potential clients who have needs and greed.
7. Always ask for the order five or more times. True or False
False. If you do your job correctly you never have to use old fashioned tacky and repetitive closing techniques. The professional G.U.T.S. salesperson makes his prospect do the closing.
8. Cold calling is an unbelievable waste of time for most salespeople. True or False
True. Salespeople only make cold calls after walking on hot coals or hearing a motivational speaker; they use up their reserves of short lived external motivation. Who wants to get crapped on all day and be rejected? How do you treat a cold caller when your meatloaf dinner is interrupted? The Professional must learn how to convert all cold calls into warm prospects in the first 30 seconds.
9. Sales is a number game. True or False
False. What kind of numbers? Time wasting and unproductive phone calls and presentations just to fill out a sales report? I would rather make the numbers in my favor with a G.U.T.S. prospecting system. Give me 5 worthy prospects per day and watch my profits. Bottom line, we have to work smart and eliminate then busy "un-productive" work.
10. If you're not making a six or seven "figure" income in sales then you're doing something wrong. True or False
True. If you're not in sales to make big money then get a regular JOB. Sales is the million dollar skill if you are willing to learn a sales method of success. Find yourself a Mentor in sales who has a method and who is worthy and accountable to you.
How did you do ?
Disagree , then write me on this forum.
I speak with a great deal of people in the daily course and scope of running my own business and doing deals. I learned that success in this business (making $$$$) is dependent on two words "WORKING SMART".
There are many excellent strategies to make money in the CRE world but without a sales-marketing and negotiation system you are doomed to quit out of frustration, rejection and not going to the bank often enough !
Motivation is a wonderful thing but it is no replacement for the right tools and skills to do the deal. Telling yourself that "you like yourself" in the bathroom mirror or walking on hot coals will not pay your car payment on your used Yugo™.
I just wrote this little true -false exam on my G.U.T.S sales system. Take it and see how you do.
Warning ! This is not your conventional technique of selling and the answers will surprise you.
After you answer the question scroll slowly to see the answer below.
1. A prospect should be qualified in the first 3 minutes or less of a conversation. True or False
True. Forget about the presentation and qualify quickly with finesse. What's the point of wasting time with a prospect with no needs, no money or the ability to make a commitment? If you want sales to be fun and profitable you have to discover if there is a likelihood of doing business in the first place. The presentation only comes when you are satisfied that there is a reason to do business.
2. Presentations are usually a waste of time. True or False
True. Same as above. Stop wasting time giving free presentations to people who will never buy from you in the first place. You have to qualify first, close second and present last.
3. Salesmen should be subservient to the needs of the client. True or False
False. Why do salesman take crap all day long? If you are truly a professional, then isn't it time to act like one? How does your doctor or lawyer act when you seek services or advice from them? Mutual respect is mandate between the buyer and the seller.
4. Work hard. True or False
False. If working hard is the key to success then why isn't my garbage man driving a Cadillac? Working hard, while commendable is not working SMART! It's time to spend your time with the more likely prospect who you can do the deal with. Let your competition spend their resources with the time wasters.
5. Getting the prospect ticked off can be a good thing. True or False
True. If you can't control the conversation and get some emotion out of the prospect then you are spinning your wheels. My Mentor used to say, (make them laugh or make them cry, but by all means make them do something and DQ (do it quick)!) People take action (buy) when there are strong emotions involved and you have a product/service that provides a solution.
6. Patience is a virtue in sales. True or False
False. Intellectual prospects take forever to buy and drive most salespeople crazy with all that crossing the T's and "think about its" and "talk to the spouse stuff". Give them to your competition and focus on potential clients who have needs and greed.
7. Always ask for the order five or more times. True or False
False. If you do your job correctly you never have to use old fashioned tacky and repetitive closing techniques. The professional G.U.T.S. salesperson makes his prospect do the closing.
8. Cold calling is an unbelievable waste of time for most salespeople. True or False
True. Salespeople only make cold calls after walking on hot coals or hearing a motivational speaker; they use up their reserves of short lived external motivation. Who wants to get crapped on all day and be rejected? How do you treat a cold caller when your meatloaf dinner is interrupted? The Professional must learn how to convert all cold calls into warm prospects in the first 30 seconds.
9. Sales is a number game. True or False
False. What kind of numbers? Time wasting and unproductive phone calls and presentations just to fill out a sales report? I would rather make the numbers in my favor with a G.U.T.S. prospecting system. Give me 5 worthy prospects per day and watch my profits. Bottom line, we have to work smart and eliminate then busy "un-productive" work.
10. If you're not making a six or seven "figure" income in sales then you're doing something wrong. True or False
True. If you're not in sales to make big money then get a regular JOB. Sales is the million dollar skill if you are willing to learn a sales method of success. Find yourself a Mentor in sales who has a method and who is worthy and accountable to you.
How did you do ?
Disagree , then write me on this forum.