Call Lists are essential if you are ever going to maintain a solid flow of prospects. The will ensure that you remain on the phone, instead of looking for more stuff to do.
Live with passion,
I have always believed that the key to running a successful sales team in any business is that above all else, above the closing tactics, the qualification questions, above the call time, the appointments, the pitches, it comes down to one thing.
Was the prospects day made better Continue reading
Here’s a list of statements that will catapult the power of your sales ability. If I were you I would use these all the time to win people my my way I thinking.
I’m sure you’ll agree that when I say this the brain naturally agrees with whatever Continue reading
So rule number one and this is the most fundamental rule.
You hold the cookie and they want it.
In our business we don’t actually do any cold calling so every single client that we deal with has jumped on the website and typed in “property investment” or they’ve done Continue reading
I grew up in a military family setting, from the age of 7 my father was in the Army and then at 13 I joined the Air Force Cadets and at 18 the Army. I spent a lot of time in leadership and management training. One of the Continue reading
Being in the property industry during 2008 and 2009 has presented some of the hardest challenged in keeping existing customers buying when most in the marketplace were ducking for cover. In fact many of our competitors fell very early as demand dropped like a stone.
Our business actually Continue reading
This is an article I wrote for a management and leadership magazine, discussing management dilemmas.
‘Mark is a great salesman. He’s increased business and customers love him – most of the time. But there have been some complaints, from clients and staff, about his overbearing, pushy and occasionally Continue reading
The recession has hit the property industry hard and having 20 telesales people on our sales floor has been fun to say the least. At the best of times you can motivate salespeople with the money but when the recession makes everything twice as hard and twice as long whilst Continue reading
This is an example of big picture, little detail, big picture. You could be mistaken for thinking that she wants my opinion on which is better and a detailed analysis but really she just wants to be lead and have confidence in her own decisions.
Notice how I Continue reading
Research has been shown that approximately 8% of the message you deliver is in the words you say, that leaves 92% for all the other factors involved in communicating… We can therefore assume that if you master these other factors involved, your ability to both understand and listen Continue reading