The majority of salespeople suffer from fluctuating sales – up and down like a roller coaster.
Just because the majority performs this way, it doesn’t mean that consistent sales are not achievable. Consistent sales can be achieved and it’s not as difficult as you may think. It only requires a little thought and discipline.
Consistent sales can be achieved by following a three-step formula. This formula works in any market.
LIST – REDUCE – SELL
We agree that it is simple, too simple for some perhaps. But if you break this formula down into some simple daily tasks you will see how simple the achievement of consistent sales really is.
What does it take to list properties? Three things: a great presentation, a great presenter, and clients to present to. At Winning Ways, we show you a great presentation and offer plenty of tips on how to become a great presenter. We also show you how to prospect, to find clients, which is what you have to do if you want to give plenty of presentations.
Even during booms, sellers most often are expecting a price higher than the one you quote. You have two options – inflate your opinion of the property’s likely selling price – in other words, lie – or learn how to present so well that you not only tell the truth, but still get the business even though you have told the sellers a price lower than they expected. This requires a high level of skill. We teach this at Winning Ways.
As part of your Perfect Listing Presentation, you not only learn how to tell the truth yet still prosper, you also learn how to set the sellers up to sell. Part of setting up to sell involves telling the sellers, before you finish your listing presentation, that part of your job is to reduce the price of the property until a buyer is found.
By properly setting up to sell, all you have to do after you have the property listed is to do what you promised at the listing presentation – to make regular recommendations on price reductions.
Never hesitate to recommend a price reduction if a property isn’t selling. How do you expect to make consistent sales if the bulk of your properties are overpriced?
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Take care of the first two and the sales will fall into place.
This is a short overview of some topics we spend almost two days on at Winning Ways.