Your prospect will tell you what you need to tell them to sell them.

By
Title Company with Heinrich Group

Your prospect will tell you what you need to tell them to sell them.

 

Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes.

 

1) You will give too much information (more than is necessary to make the sale).

2) You will give the wrong information (based on the prospect's needs, wants, desires or problems).

3) You will give information that could sabotage your success either in the short or long term.

 

The sales super stars understand that their job is not to sell their products or services but to help the prospect become comfortable with buying their products or services and giving themselves permission to buy now. Information is power and successful salespeople are masters at uncovering needs, problems, prejudices, concerns and desires in a timely and truthful way.

kheinrich@firstam.com www.fatcohouston.com

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Rainer
201,277
Frank & Jodi Orlando
Frank & Jodi Orlando Get Us A Home Realty Atlanta Homes Sale

Two ears and one mouth, listen twice as much as you speak. People have a story, and all the information you need if you just listen... 

July 09, 2009 08:40 AM
Ambassador
379,446
Bob Haywood
www.BobHaywood.com
McGraw Realtors

Ah yes, listen more than you talk.  Hard to remember for those of us who are outspoken sales minded people.  But the most important thing to remember is to shut up and LISTEN!

July 09, 2009 08:43 AM
Rainer
20,929
Robert Ott
Century21 Beal Inc.

Excellent observation Kevin. Listen to what the person is saying, provide him or her feedback, listen again and continue the procedure. Sounds easy enough but I believe it is one of the most difficult procedures in sales.

July 09, 2009 08:48 AM
Rainmaker
273,277
Irene Tron

So right!  One of the hardest things to learn is to really listen.  I've come to the conclusions that most of us are terrible listeners.

July 09, 2009 03:10 PM
Rainmaker
219,241
Kevin Heinrich
Heinrich Group

So right you all are! I find myself biting down on my tongue every day to not jump in and find out they were about to tell me that if I had just listened! Love the 2 ears 1 mouth I will be using that one again soon! Thanks!

Kevin

July 09, 2009 04:51 PM
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Rainmaker
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Kevin Heinrich

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Additional Information

Real Estate News with a Value added punch Clear Lake Texas Real Estate

I think this is a good rule to live by! "We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you." ~ Jeff Warner

One last thought for the day:

"Winners Make it Happen, Others Let it Happen!"

kheinrich@firstam.com www.fatcohouston.com

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