房地产销售密笈培训.ppt

* * 1 of 10 TOP SELLING DIFFICULTIES: Buyers hold salespeople in low esteem, causing control and trust difficulties throughout the entire sell cycle. Salespeople are called terrible names: pond scum, pushy, Joe Isuzu, used-car salesman, untrustworthy, liar. Why is it that so few fathers and mothers raise their precious children to be salespeople? telemarketers? Instead, other professions are deemed more noble, for example: medicine, law, education, science, engineering?anything other than sales, which is deemed unworthy, ignoble, undesirable. Companies selling complex products and services, their management, and their salespeople have earned such criticism. We already know this condition exists. Simply by listening to buyers talk about salespeople, we know this is true. Therefore it is ample cause for change. The phrase honorable selling does not have to be an oxymoron. It really is possible to facilitate the buying process without overcontrolling the buyer. You can start taking steps that will change your sales and marketing culture?from the buyers point of view. I especially like the Solution Selling process, because it naturally complements our commitment to excellence. Now, instead of selling the product of the quarter, we are helping our customers discover and identify what they need, t * My prospects and buyers object early in the sale. No. Did you hear me? I said, No. What part of no dont you understand? Push a product, reap an objection. It does not have to be so. If the seller is in alignment with the buyer and understands where the buyer is in the buying cycle, then objections can usually be avoided. Many sellers of complex products and services complain to us of prospects who object early in the sale. It is unnerving, and it stops countless salespeople dead in their tracks. Why do that? Why not change the behavior? When a buyer objects, it is for a definite reason. Buyers use objections to increase the distance between them and a seller. It is usually no