Dialogues for Results

OUT WITH THE OLD, AND IN WITH THE NEW...9 TIPS FOR SUCCESS IN 09!

The frenzied holiday season is over, and we’ve said good bye and good riddance to 2008. Perhaps you declared a New Year’s Resolution for more sales this year, for greater success in 2009! As success is achieved when innate talent meets acquired expertise, make 2009 the year of nurturing your natural talent. Learn more to earn more! Here are my 9 tips for success in 09.

SELF AWARENESS AND SELF MANAGEMENT

Before you can perfect your skills and increase your sales, you must prepare for your success. This requires setting personal and professional goals and priorities, as well as ridding yourself of the anxiety and fear that comes from focusing on those things over which you have no control. Setting sales goals is of the utmost importance, yet most of us have no clue as to how. It is not enough to declare a number of sales or an income figure; rather, it is the specific behaviors and action steps required to achieve the number or the income that must be identified.

#1 Achieve And Maintain A Life/Work Balance
#2 Set Specific, Measurable Sales Goals
#3 Control What You Can Control, And Dismiss The Rest

RISE ABOVE SAMENESS

You cannot control how customers feel when they walk in your doors, but you can control how they feel when they walk out. Today’s customers walk in with little or no urgency and with perceptions of low value and sameness. It is your job to rise up out of that perceived sea of sameness. Draw customers into your reality; don’t let them suck you into theirs.

#4 Differentiate Yourself, Your Builder, Your Community, Your Homes And Your Home Sites
#5 Become A Financing & Industry Expert
#6 Execute 100% Of Your Sales Process With 100% Of Your Prospects

MASTER THE NEW SALES CONVERSATION

The old sales conversation focused on the ‘what’, not the ‘who’ and the ‘why’. It was widget assembly line selling and the conversation was all about determining if the customer fit what we had to sell. Accept the fact that unless the customer is living in their car or a refrigerator box, they don’t need a roof over their head. So, the conversation must be about what they desire, and what they desire may be unknown to them. Look at it this way, did you know you desired an IPod when you were perfectly happy with your Walkman?

#7 Move From Interrogatory Discovery To Customer Focused Emotional Discovery
#8 Create Urgency With Differential Demonstrations That Ignite Desire And Heighten Value
#9 Focus On Gaining Agreement Through Out The Encounter, Rather Than Closing The Sale

Work these 9 tips and make 2009 a prosperous year! It could be your best year ever!
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