Territory Stories

The Centralian advocate Fri 20 Jun 2014



The Centralian advocate Fri 20 Jun 2014


Centralian Advocate; NewspaperNT




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Community newspapers -- Northern Territory -- Alice Springs; Tennant Creek (N.T.) -- Newspapers; Alice Springs (N.T.) -- Newspapers.; Australia, Central -- Newspapers

Publisher name

Nationwide News Pty. Limited

Place of publication

Alice Springs

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Copyright. Made available by the publisher under licence.

Copyright owner

Nationwide News Pty. Limited



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32 REAL ESTATE FRIDAY JUNE 20 2014 CAVE01Z01MA - V1 Be assertive, not pushy The old way or the new way? Its really not a choice anymore. My sales perspective flies in the face of traditional selling. And its not just a disruption its the new way of sales. Whats your perspective? Last week (in part one) I discussed the worthlessness of the old way of selling everything from cold-calling and finding the pain to overcoming objections and closing the sale. I referred to the old ways as manipulative, insincere, and aggressive and cautioned that customers and prospects are not only against it, theyre insulted by it! Ouch. Me? I prefer being assertive. And there is a huge difference between assertive and aggressive. Here are the four majors: Aggressive salespeople tell. Assertive salespeople ask. Aggressive salespeople try to close. Assertive salespeople use testimonial proof. Aggressive salespeople go for the sale. Assertive salespeople go for the customer. Aggressive salespeople think quota. Assertive salespeople think relationship. Which one are you? Its the difference between the old way and the new way. Heres my list of whats happening now in sales. The New Way. Update: Sales will be happening the new way for the foreseeable future: Value attraction. A marketing approach that tells me how I win, not who you are. Social attraction. A social presence thats value-message based. Social messages that your prospective customer can find. Note: Its time to rethink and revamp the so-called law of attraction. If youre looking to identify and attract willing buyers, value attraction and social attraction are the new laws. Value attraction and social attraction are the new way of selling. Find the pleasure. Things you both know about and like will make the sale easier and faster than painful things (that are likely none of your business) that make the prospect uncomfortable. Ask emotionally engaging questions. Ask questions about them (the prospect or customer), that make them respond in terms of you. Uncover their experience, their wisdom and their knowledge. Discover the customers motive to buy. Why people buy is one billion times more powerful than how to sell. Give perceived value beyond price. As a customer, I dont need justification to make a purchase. I need a perception that the value you offer me in exchange for my money is greater than the price youre charging. Confirm the urgency of your offer. Once you understand the customers motive to buy, their urgency becomes apparent. If you havent uncovered their motive, you will never know when they intend to purchase. Provide voice-ofcustomer proof. Video testimonials are the new black. When you say it about yourself, its bragging. When a customer says it about you, its proof. Take advantage of your best salespeople your loyal customers. Testimonial videos can be offered as sales proof during a presentation and can also be posted on every form of your social media outreach. One of the most interesting aspects of testimonials is they also reinforce the belief of salespeople in their own product. Be both available and easy to do business with. 24/7/365 is the new 9-5. I want a friendly, intelligent, live human being to answer the phone when I call and so does every human being on the planet. Give after the sale value. Once I purchase, show me more and tell me more about how I can use, produce more and profit more from what I own. Give me a weekly value message, not another sales message. Serve me, wow me and surprise me. Earn customer loyalty. Loyalty is earned slowly over time. (Just like trust.) Loyalty is gained with quality of product, ease of doing business, availability of people, online alternatives to both purchasing and service, speed of response and value received. Loyal customers purchase time and time again without regard to price. Loyalty is defined in two parts: Part one: Will the customer do business with you again? Part two: Will the customer refer you? If they do both, thats loyalty. Any other measurement is bogus. Earn referrals. Asking for referrals has been replaced by earning referrals and giving referrals. Think about the last time you gave a referral. Oh wait, maybe you never have! Thats because giving referrals requires work. I didnt say the new way of selling was easy, I just said it was a new way. Ask before you tell. Give before you get. Earn before you ask. Build online and word-ofmouth reputation. What are you known as? What are you known for? What is your image? What is your Google image? What is your social image? These five elements comprise your reputation. No asset is more valuable. Build relationships. Everyone talks about being relationship-oriented. I dont want you to be relationship-oriented, I want you to be relationship-building. Free Gitbit. Ill be writing more about the new way of selling but for now, if you would like both part one and part two that Ive written, go to Gitomer.com and enter the words NEW WAY in the GitBit box. Jeffrey Gitomer is the author of 12 best-selling books including The Sales Bible and The Little Red Book of Selling. His 21.5 Unbreakable Laws of Selling is available as a book and an online course Once you understand the customers motive to buy, their urgency becomes apparent. Until you do, you will never know when they intend to purchase. See results by going for the customer rather than the deal The single biggest reason why a home does not sell is because of the attitude of the sellers. And that bad attitude is the thinking that marketing your home is a waste of money and that you can get a top price without any efort. You cannot sell a secret. High impact advertising is an insurance policy to help you get the best result for your home. Choose a combination of the print and online options so that you attract every potential buyer possible - and you dont end up on my show! Andrew Winter, Selling Houses Australia You cannot sell a secret.

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