Vulnerability = Strength Strength = Vulnerability Most everyone agrees that listening to your prospect is the best path to a sale. But many people that I observe on a daily basis practice the “show up & throw up” technique of selling; they think their job is to verbally download every last feature and benefit of their product, and hope while they are talking (i.e. not listening), something they say will…
I just finished reading a great book “Love & War” by James Carville and Mary Matalin (prominent political strategists – he: Democrat, she: Republican). I found it very interesting how this couple so diametrically opposed in their political beliefs could stay successfully married all of these years. I loved the behind the scenes stories of their “friends” in and out of the White House. Jim was talking about one of…
This week, millions of Americans will be sitting in front of their TV watching the Superbowl. Football is an American sport which brings joy in many ways: the competition, the physical ballet-like catches, the strategies of the coaches’ calls, the excitement of the close games, rooting for the underdogs, rooting for the rookies, and of course, rooting for the veterans. As we watch these pros perform at the top of…
As 2015 comes to a close, ask yourself one very personal question…. Did you give 100% to your LIFE? Did you give 100% to your family, your career, your business, your health? If you reflect and feel “No, I did not”, the beautiful thing is we all have another shot. Every day, every week we get to wake up and start all over. Tonight the 7th Star Wars film, The…
Are objections good or bad? Before I tell you what I think, have you ever been in the market to buy something (like say a car) but it had to have a specific feature? For example, it needed to be either Garnet or Gold? (YES, my van is Gold and my SUV is Garnet). If the salesperson had a similar product let’s say in another color (God forbid blue or…
There are 63 days until Christmas! (or 46 days until Hanukkah!) This means there are 70 days until the end of 2015. Have you reviewed your 2015 goals lately? Or was the last time you looked at them, the day you wrote them? (I reviewed mine on September 1st and wrote down that I was going to get 3 new clients by year end. This week, I signed up my…
Today is "Ask a Stupid Question Day" and while I don't believe any question is ever "stupid", there is one question we should definitely take out of our dialogue with prospective tenants... Can you guess what the question is? Can you guess why? I have gone canvassing with hundreds of leasing agents. One of the first questions some agents ask walking into a retail store is .... "Is the owner…
There is no such thing as a "good closer"! I don't believe that in sales, you need to be a good closer. I believe it all has to do with what starts at the very beginning, during the first call. If you take a few extra minutes to really qualify the prospect, you'll know with 75% certainty if this prospect is a candidate to buy. But many of us rush…
If you were a NASDQ stock, would you invest in yourself? Are you growing? Are you learning? Are you improving? Expanding? Self-improvement experts say after the first 2 years in a job or position, the employee feels they have learned all they can, and they begin to coast... In what direction does one coast? Downhill... It is said that to be at the pinnacle of your career, the top 1%…
Attention property owners who have hired 3rd party leasing professionals! I have heard from more than a few leasing agents lately in my workshops that you all are a little stingy with information on your assets. I am dumbfounded by this. When I've asked why would the property owner not disclose current delinquencies, tenant sales, kickouts, and lease expirations, the agents tell me that you, the property owner, is worried…
