What are the sales steps you use?

What steps do you use to sell? This is after you already have a client and an appointment set.

Originally Posted by Jorel What steps do you use to sell? This is after you already have a client and an appointment set.

Once I'm at the home I start asking questions so I understand what is going on. When I'm done with that I explain how we do what we do and how it helps them get what they want. When I'm done with that if they haven't already asked me I ask them if they want me to be the one who markets their home for sale. What do you think?

Originally Posted by Thomas Once I'm at the home I start asking questions so I understand what is going on. When I'm done with that I explain how we do what we do and how it helps them get what they want. When I'm done with that if they haven't already asked me I ask them if they want me to be the one who markets their home for sale. What do you think?

Establish RAPPORT first by discovering commonality with the client.

Originally Posted by job ready strategist Establish RAPPORT first by discovering commonality with the client.

How? I work with homeowners who want to sell their homes. How would I discover commonality?

Originally Posted by Thomas How? I work with homeowners who want to sell their homes. How would I discover commonality?

HOW????? you need to read how to win friends and influence people? for starters, what are they wearing? (if the guy is wearing a usc shirt i would say what do you think of john david booty)
Ask open ended questions that can lead to other rapport info like... why are you selling your house?? Well my husband just got a promotion and we are looking to upgrade...... REALLY, congradulations where does he work...

I could go on and on...

Originally Posted by benjamin-benjamin HOW????? you need to read how to win friends and influence people?

I started a thread on that book.

How to Win Friends and Influence People

Originally Posted by benjamin-benjamin for starters, what are they wearing? (if the guy is wearing a usc shirt i would say what do you think of john david booty)

Michael said to establish rapport first by discovering commonality. If that is how you do it then it's not for me. That's like when they say look around the room and make small talk about what you see.

Originally Posted by benjamin-benjamin Ask open ended questions that can lead to other rapport info like... why are you selling your house?? Well my husband just got a promotion and we are looking to upgrade...... REALLY, congradulations where does he work...

I ask questions that are related to the discussion but that isn't first like Michael was talking about.

Originally Posted by Thomas I started a thread on that book. How to Win Friends and Influence People Michael said to establish rapport first by discovering commonality. If that is how you do it then it's not for me. That's like when they say look around the room and make small talk about what you see. .

So if i am understanding you correctly making more money is not for you???? It is proven that it works. I don't enjoy talking to old people about how things aren't the way they used to be. I don't enjoy talking to some woman about her bratty kids. But i do enjoy being successful and making money. If someone came up to me and started talking sports because they noticed something about me i will be much more apt to continue to talk to them. The more someone talks the more they will leak out info about them that will help you close them....

Originally Posted by benjamin-benjamin So if i am understanding you correctly making more money is not for you???? It is proven that it works. I don't enjoy talking to old people about how things aren't the way they used to be. I don't enjoy talking to some woman about her bratty kids. But i do enjoy being successful and making money. If someone came up to me and started talking sports because they noticed something about me i will be much more apt to continue to talk to them. The more someone talks the more they will leak out info about them that will help you close them....

I can tell that we approach this differently. Everybody has their own style. The people I talk to don't like me because I talk about their fishing trophy or their children in the pictures. They can do that with every other salesperson they see.

Originally Posted by Thomas I can tell that we approach this differently. Everybody has their own style. The people I talk to don't like me because I talk about their fishing trophy or their children in the pictures. They can do that with every other salesperson they see.

Every other salesperson doesn't do that otherwise i wouldn't be so successful. I work with 25 other salespeople and very few devolp rapport. I am just curious to why you feel the way you do. I feel the way i do because it has been proven by people that have made millions and been selling for decades (jeffery gitomer, harvay mackay, etc...) where do you base you approach from??? Also if you don't mind me asking how old are you? you don't have to answer that if you don't want to...

Originally Posted by benjamin-benjamin Every other salesperson doesn't do that otherwise i wouldn't be so successful. I work with 25 other salespeople and very few devolp rapport. I am just curious to why you feel the way you do. I feel the way i do because it has been proven by people that have made millions and been selling for decades (jeffery gitomer, harvay mackay, etc...) where do you base you approach from??? Also if you don't mind me asking how old are you? you don't have to answer that if you don't want to...

Everybody has their own style. I have read before that salespeople should make small talk about trophies and pictures and stuff like that and maybe it was Gitomer or Mackay who said it but I still think they are wrong.

What are the other ways to develop rapport in the beginning other than that?