by Joe McAuliffe | Jan 8, 2015 | Cup O' Joe, Salesmanship
Sales Presentations – Unique Value Proposition One of the most common mistakes agents make during a presentation is to rely on sales materials provided by their company to earn business. Although this information can be a valuable crutch, because it’s used by...
by Joe McAuliffe | Jan 6, 2015 | Cup O' Joe, Salesmanship
Sales Presentations – Don’t Be a Tour Guide How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because...
by Joe McAuliffe | Jan 5, 2015 | Cup O' Joe, Salesmanship
Salesmanship – Quiz Yourself, “Did You Ask the Right Questions?” The best real estate agents are like financial advisors. They must gather all the pertinent information and then advise their clients by sharing that information to help them manage...
by Joe McAuliffe | Dec 30, 2014 | Cup O' Joe, Salesmanship
Salesmanship – You’re Not a Salesman, You’re a Therapist A successful strategy always starts with all of the information. An agent can develop what appears to be a perfect strategy, only to find that one little piece of missing information made the...
by Joe McAuliffe | Dec 29, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Using “Tie-Downs” to Reinforce Make this technique a natural part of your sales presentation process. The art of asking questions to close a deal is one of the most important and most difficult skills to develop. Many successful agents do a great...
by Joe McAuliffe | Dec 23, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Hold Your Tongue! A buyer, seller or an associate wants to meet with you. They’re frustrated about an issue and they want to discuss it. You’re familiar with the concern and agree to meet with them. You can tell during the meeting...
