by Rich Rudnick
Most everyone I speak with regarding growing their business want to make more money in less time. There are several changes we help our clients implement to achieve what they might have previously thought unattainable. Besides time blocking-management skillsets and disciplines, having a proven sales process to follow and take your clients through is essential to your efficient growth. Not having or deviating from your sales process can cost you time, money and even your life!
Recently an unfortunate and sense less tragedy happened to a real estate woman. She responded to an inquiry of a person posing as an interested buyer to meet him at a listing. The meeting ended in murder and sadly, this could have been avoided had a proven sales process been followed.
Because so much is at stake (time, money, your safety) it is essential you have the following in place:
1- A Bullet Proof Sales Process.
This includes: initial call, prequel, objection handling scripts along with a 6 Step Dynamic Presentation. The key is having your initial call scripts driving your prospect to a prequel prior to your presentation. The bullet proof process should have language that includes driving the first meeting to a safe- neutral location preferably your office, especially if the initial contact is over the phone. If you would like more detail on the specific content of a bullet proof sales process Contact Us today.
2- Stick to your Sales Process.
To respect, honor and value yourself requires you to commit to your process and follow it every time. This brings you to a level of unconscious competence and after a few weeks you will have developed a good habit which should help you to stick to your plan.
3- Make it your policy.
In reality it is very rare that a violent crime will be committed if you don’t follow your process. What almost always will happen is you will lose time and money if your process is not followed. Spending too much time with an unmotivated, unqualified prospect takes you out of the game of processing a qualified and motivated one. That is why you always need to position your guidelines of engagement as a “policy” rather than a “safety procedure”. This can put the prospect on the defensive or put you in a negative light as someone who struggles with paranoia. The “policy” is in place to better serve and honor the time of both parties.
If you would like to have your process reviewed or learn more about what key steps- phrases should be implemented to make sure you are not wasting time, money and compromising your safety, schedule a 30 minute complimentary session with one of Our Coaches today. This should be priority number one in your preparation for 2015.
