Just Give Me My Commission

The first rule of any sales presentation is to appeal to the customer and focus on what they want. When we only think about what we want - or think we need - we very often lose.

If we have the commission check spent halfway through the presentation, the check will usually be voided by the time the customers leaves.

If we are truly interested in serving our customers and doing what is best for them, and what they say they want and can afford, we very often will accomplish what they want and end up getting paid in the process.

All this said, isn't interesting how the Obamas ignored good sales technique on Friday in Denmark. Apparently only focusing on themselves - and not even our country - they failed to impress the selection committee.

Michelle Obama's empassioned presentation ended with this final close: "Chicago's vision for the Olympic and Paralympic Movement is about so more than
 what we can offer the Games - it's about what the Games can offer all of us."

In other words, we want the Games because of all that it can do for us. We don't have a clue as to how bring anything to the table. Just buy from us so we can earn our commission (political capital at a minimum).

This is one check that will never be cashed.

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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. You can also listen to my free podcast messages at Steve Hoffacker's Happenings.

© Steve Hoffacker, 2009. All Rights Reserved.

2 comments • Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies • October 04 2009 01:36PM

Sales techniques we learned from Santa

Well we just finished Christmas, and there might even be a few more gift exchanges this weekend.

Nevertheless, Santa Claus is off on some tropical island on his annual post-Christmas vacation.

Speaking of Santa, I discovered some great sales truths in the way we go about playing Santa for our family and friends.

First, our goal was to figure out what people on our list really wanted, needed. or would appreciate (if it was a total surprise). This is not unlike being a good salesperson - determine what people want and help them find it. Toss in something special or unexpected when we can.

Next, we didn't let anything get in our way - no matter how many places we had to call or visit to find the item that we wanted in the right size and color. When we apply that type of determination to sales we can be powerful.

Then, we shopped the marketplace and the competition - looking for a bargain, trying to find it on sale - even if we had already purchased it. Good sales techniques.

Then, we chose just the right box, wrapping paper, ribbon, or other type of delivery to make sure the presentation of our gifts had the maximum impact. Again, it can apply to sales.

Finally, we rejoiced with the people who opened our gifts - much as we celebrate with our customers when we help them find just the right home and make a decision on it.

So as much fun as it's been playing Santa, we actually were practicing good sales techniques and skills in the process.

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For more information on my coaching and educational programs and services, sales tips, insights, or strategies, visit my website stevehoffacker.com or my other blog homesalesinsights.com. © Steve Hoffacker, 2008. All Rights Reserved.

12 comments • Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies • December 26 2008 07:20PM

Are we hiding who we really are?

My good friend and colleague, Lou Ludwig, posted a quote from Oscar Wilde on Saturday, “One's real life is so often the life that one does not lead.” There’s many ways you might interpret that, but I see a definite sales application.

With Halloween coming up in a few weeks and with the stores featuring a wide array of costumes, I am reminded that too many times we attempt to mask our behavior or attempt to be someone we are not.

I thinks it’s OK – even necessary – to stretch and go beyond our comfort zone from time-to-time. It’s how we grow and take on and conquer new challenges.

However, if we’re constantly playing roles, we’re going to be unhappy. One face as husband or wife, one face as parent, one face for the office, one for working with customers, one for associates, one for club or association meetings, one for ….

How can we ever keep track of who we are supposed to be? What if someone catches us with the wrong face on?

Why can't we just be ourselves? Be the same person at home and in front of people. The same person in public or private. Why live a fib? There's so much less to remember by being the same person all the time.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.

16 comments • Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies • September 29 2008 04:45PM

Why would someone be looking for a home today?

Sometimes we ask ourselves why someone would seemingly inconvenience themselves to look at a home on a particular day. If it's 100 degrees outside, if it's raining so hard you can barely see 10' in front of you, if it's almost a whiteout blizzard, if there's the biggest football game of the year on TV or in town, if it's the most beautiful day of the year, if it's a perfect beach day, if it's a holiday weekend, or anything else along these lines, we might wonder why someone would be out looking for a new home - but then again it's them and not us who's doing the looking.

While we might not venture out on such a day just to "look" - because we don't have an urgent need for a new home, our customers might have an urgency that we need to discover.

Anyone who visits a model or open house on a day when it seems like they would have to put in a special effort to do so needs to be treated as a serious customer. It's up to us to determine why they are bucking the trend and not staying home or doing something else besides looking for a home on that day. It's up to us to determine if we have a serious customer and help them find what they need.

There's a good chance that if someone is looking for a home on a day when it seems like most people wouldn't, that you're working with a buyer.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.

18 comments • Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies • August 27 2008 11:54AM

Take No Prisoners

As salespeople, we're competitive. We're tenacious. We're persistent. We hate to lose. So let's fight to save more sales.

We give in way too easy to the "home to sell," "can't get financing," "need to look more," "need to think it over" excuses. In most cases these are only smokescreens - and good ones at that because they usually work.

With the "take no prisoners" approach to selling, we simply refuse to accept these excuses or any other objection on its face. It may or may not have merit - we simply don't know until we dig deeper.

Let's say it's a price or home-to-sell objection, isolate it and eliminate it. Ask our customers if they would go ahead and purchase the home we're showing them that they seem to like if this was not an issue.

If the answer is "yes" then all we have to do is figure out how to make it happen. We can be creative. We can be strategic. We can be tactical. Especially if there is a sale on the line.

If the answer is anything other than a clear, concise "yes" then the excuse that they're offering is just that and not a serious buying objection. It's time to dig deeper or find another customer who is more serious.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.

10 comments • Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies • July 08 2008 06:00PM