by Joe McAuliffe | Sep 23, 2014 | Cup O' Joe, Key Presentation Points
Presentations – Why Aren’t Your Buyers Loyal to You? A complaint voiced by many agents involves the lack of loyalty exhibited by buyers. These agents don’t trust buyers to respect the time, energy and effort that they make. In fact, it may just be that the buyers...
by Joe McAuliffe | Sep 16, 2014 | Cup O' Joe, Key Presentation Points
Sales Presentation – Unique Value Proposition One of the most common mistakes an agent makes when making a presentation is to rely on sales materials that are provided by the company to earn their client’s business. Although this information can be a...
by Joe McAuliffe | Sep 9, 2014 | Cup O' Joe, Key Presentation Points
Presentations – Perfecting Your Presentation 1. The Warm-Up Build Rapport Using FORP Gather Information – Use Strategic Brief 2. Sell the Company 5 Key Facts About Global Affiliations & Network 5 Key Facts About Company’s Local Dominance 3. Online...
by Joe McAuliffe | Aug 28, 2014 | Cup O' Joe, Key Presentation Points
Presentations – People Don’t Care What You Know Until They Know You Care Make it personal. Believe it or not, the single most important reason people do business with you is rarely because of your ability to get the job done, or because of your knowledge of the...
by Joe McAuliffe | Jul 21, 2014 | Cup O' Joe, Key Presentation Points
It’s been said when you “assume” something, the spelling of the word says it all, ass of-u-and me. Every sales professional should be aware of the risks associated with assuming their clients understand the key points made. That’s why...
by Joe McAuliffe | Jun 18, 2014 | Cup O' Joe, Key Presentation Points
The primary objectives at the first meeting, or the start of any new buyer or seller relationship is to : Gather information Sell yourself/build rapport Every agent knows that the winning formula for closing business is ISIT. I-Identify S-Strategize I-Implement...
