What are the sales steps you use?

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Originally Posted by Thomas

Okay so discovery is step 5 for you?

No, reread my last post.

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Originally Posted by Jorel

But to be a bit more direct about your discover step. As that seems that is what you are focused on. I do this at the very end, with a statement of "Is there anything else you need to hear to get started." Why would I waste any further time with them if I knew they where not interested?

You do this at the very end of giving an overview of what you'll be covering?

No, I apologize for not being clearer. I do this at the very end of the presentation right before I walk out the door with a signed contract.

Quote:

Originally Posted by Jorel

No, I apologize for not being clearer. I do this at the very end of the presentation right before I walk out the door with a signed contract.

I think I must be the one who isn't being clear. BEFORE I show homes I ask the prospect questions like what budget do you want to stay in and tell me about the home you're wanting and AFTER I know that I show them homes based on their answers. The discovery step comes before the presentation step. It's probably different in your business.

Quote:

Originally Posted by Thomas

I think I must be the one who isn't being clear. BEFORE I show homes I ask the prospect questions like what budget do you want to stay in and tell me about the home you're wanting and AFTER I know that I show them homes based on their answers. The discovery step comes before the presentation step. It's probably different in your business.

Actually the way you do it probabley works well for you. I wonder if you where to first tell them a story about how you have helped others find homes and maybe even a few things you have learned. That may be why you now suggest your clients get prequalified with financing that way when you find the home of their dreams their offer will look strong as it is prequalified not just preapproved. This will also let you know that they are serious and that they have access to the funds to purchase the homes that you are showing them.

Every time I meet a new couple I get excited about showing them homes, because I know that I will be helping them fulfill one of their dreams. And I believe dreams are important to have. And because of that I am going to do everything I can to help you with your dream because I know first hand how it feels to have my dreams crushed. You see back when I bought my first home the Realtor showed me and my wife some wonderful homes. My wife feel in love with this one cottgage over on Malberry Lane. We put a bid on it and it was accepted that same day, we where so exicted. We went out to dinner to celebrate, we told the waiter and he even gave us a complimentry bottle of wine with dinner, my wife could not drink because she was pregnant, but the next day my wife started looking at how she was going to decorate the nursery and some of the new furniture for the house we would soon be calling our home. The process was going fine untill I learned I had been a victim of idenity theft and my credit was ruined. I could not find a bank to loan me the money and my wife was in tears when I told her we could not get our first home.
I don't want my customers going through that same painful experience that my family went through so I always suggest they talk to their bank or a mortgage broker to make sure you can get the financing to purchase your dream home when I find it for you. If you like I can recomend one I work with who I have worked with before who I know is excellent in helping people just like you.

Jorel if you were in my shoes selling homes how would you know which homes to show if you didn't go through the discovery step?

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Originally Posted by Jorel

I did not like the salesman I bought my boat from. He was not someone I could trust. He was not someone I who called me back when he said he would. He was not someone who completed the order the way it was written in the contract. However because I did not like him and because I felt like he did not have my best interest in mind I did not mind using tactics to get the lowest price for my boat as I could. And the price is the only reason I bought the boat where I did. So I can not agree with your statement that if a client likes you their not going to buy from you.

Perhaps you are the exception to the rule...there's an exception to every rule, maybe I am, who knows? I would ask for a new salesman...I'm still going to haggle on price to a point...just because I know how the game works...

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Originally Posted by Jorel

This is old school building rapport and I am happy to hear it works for you. If someone tries to do this to mean it screams sales person and I am totally turned off. I will then treat the salesperson like they are acting.

Please! Old school? A sales person is weather you're trying to build rapport or not, just that, a sales person.

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Originally Posted by Jorel

This really bothers me why do you bother to ask about their kids, dogs and school they went to if you don't actually care? To get the sale? Well if that works for you and you can sleep at night being manipulative like that, then it is no wonder so many people do not like sales people.

Now, perhaps I didn't express myself quite right...obviously I'm going to ask about something that I AM interested in....I would never, ever lie to get the sale....I am a people person, I like learning about people in addition to learning about people and increasing my network of friends and influence - I like helping people, if I can help them and make a sale, even better.

It doesn't appear that my statements before would bother you at all, as you state that it does, as it doesn't appear that people mean much to you at all - you're in it for the sale and if wasn't for the people in the way you wouldn't even talk to them.

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Originally Posted by Jorel

Again I point to my first example of my boat buying experience. I probably would have bought faster and not have negotiated so hard on the price had this sales person taken the time to treat a customer the way a customer wants to be treated.

Your boat buying is an example, one example. Perhaps, I say this and I've never spoken with you before...so it's merely a guess...perhaps, you were the one with the bad attitude when he approached you or when you approached him, whichever the case may be.

All this being said - I'm here to learn something and to exchange information. I'm not here to offend anyone or make enemies, please do not misunderstand anything I have posted, I am in no way trying to offend anyone.

What are the sales steps you use?

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