by Joe McAuliffe | Jan 20, 2016 | Cup O' Joe, Salesmanship
2016 Salesmanship It Doesn’t Matter What You Think All too often talented, knowledgeable, and successful agents can hardly wait to voice their opinion. They reason that knowledge is power. And, if they have all of the answers, why shouldn’t they impress...
by Joe McAuliffe | Jan 18, 2016 | Cup O' Joe, Salesmanship
2016 Salesmanship The Secret to Exponentially Expanding the Impact of Your Message How many times have you found yourself pulling your hair out dealing with a client who just doesn’t seem to “get it?” The facts you’re presenting are undisputable. You’ve told...
by Joe McAuliffe | Jan 14, 2016 | Cup O' Joe, Salesmanship
2016 Salesmanship It’s Not About Knowing All the Answers But How to Find Them Every wise man must know one thing: A nuclear engineer was fortunate enough to be offered an engineering position building nuclear power plants for Bechtel Corporation. Despite the fact...
by Joe McAuliffe | Dec 3, 2015 | Cup O' Joe, Salesmanship
Using the Pareto Principle to Become a Top Salesperson It’s a well-known fact in corporate America that 80% of all the revenue generated by a company comes from just 20% of the sales force. Few sales professionals share the majority of revenue while the majority of...
by Joe McAuliffe | Dec 1, 2015 | Cup O' Joe, Relationship Management, Salesmanship
The Best Voicemail Messages Motivating people to return your calls is an art. You can even think of it as a challenge. So, what’s the best way to get people to call you back? The following rules are a must: The message you leave must be different from any other...
by Joe McAuliffe | Oct 28, 2015 | Blog, Cup O' Joe, Salesmanship
2015 SALESMANSHIP Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is especially common during negotiations. Emotions can run high and buyers and sellers may say things to...
