Questions
Sales Octane #1
I am often asked how I open a meeting, a breakfast or lunch meeting with a REALTOR. I often pause and ask does she bite? They smile and say "no". I follow with "then you are not going to worry about the tab."
The first task, yes task for a meeting is to Prepare. Prepare by deciding who you are inviting to "food". Prepare by knowing how their relationship will help both of your businesses. Prepare by knowing who you are meeting. Prepare by knowing what they are currently working on. Prepare by knowing what they need. Prepare by knowing what they drive. Prepare by knowing where they live. Prepare by knowing who they know. Prepare by knowing what they eat. Prepare by knowing which building they work in. Prepare by visiting their office. Prepare by going to their web-site. Prepare by calling the testimonials listed on their website. Prepare, prepare, and then make the call. Yes food is good here!
Brian Tracy said "successful people are simply those with successful habits." Now add to the refrigerator note collection the word prepare. (Habit #6) Successful people prepare. Now say it 3 times super fast, take a deep breath, hold your hand over your heart and promise to prepare.
When you prepare for a meeting you script. The script for these meetings can be a simple set of questions that the REALTOR will want to answer. Your script will determine whether you can put your foot into their swinging door. Your script will start your relationship. Your script will ensure you prepared for the meeting. A script should start out with a thank you, then humor, then a story that leads to a question. Then start the routine again, and again and again. Continue before your order, after the waitress delivers the tea with lemon, before the meal, during the meal, and after you pay the tab.
Start your script with lead questions that will discover information about your REALTOR. If you want to “get your way” you have to ask questions, list the challenges, provide the answer, and ask for the business. Position yourself as the problem solver and the REALTOR will use your services. I love the quote,“People love to buy, but they hate being sold” – Jeffrey Gitomer. Position yourself as a problem solver and they run to you. Be their problem solver and they will buy from you. Be their problem solver and they will refer you to everyone!
REALTOR QUESTIONS:
1. What sales goals have you set for 2008 - 2009?
1a.What specific actions have you taken to meet these goals.
2. What type of media do you use when presenting your business to prospective clients?
3. What type of retention marketing materials do you currently use?
4. Are you currently looking for any contacts that could ad value to your business?
5. What is the biggest expense associated with your marketing strategy?
6. If you could strengthen any phase of your business what would it be?
7. Do your inspectors have the ability to add value to your business strategy?
8. What can I do to earn your trust and business?
9. What do you look for in an inspector?
10. What has been your experience with other home inspectors?
11. What is the deciding factor in choosing your home inspector?
12. How do your customers react to your current home inspector?
Use humor to soften barriers, use stories to let the REALTOR get to know you, and ask questions. Don't sell! Build a relationship. Solve a problem.
Think about it!!! How can you tell the REALTOR that you are the answer if you do not know what the REALTOR needs? Marketing? Time Management? Client Retention? Risk Management? Ask questions that will uncover their need and you will become their problem solver and their inspector!!
Oh yea, don't forget to pick up the tab!
I am often asked how I open a meeting, a breakfast or lunch meeting with a REALTOR. I often pause and ask does she bite? They smile and say "no". I follow with "then you are not going to worry about the tab."
The first task, yes task for a meeting is to Prepare. Prepare by deciding who you are inviting to "food". Prepare by knowing how their relationship will help both of your businesses. Prepare by knowing who you are meeting. Prepare by knowing what they are currently working on. Prepare by knowing what they need. Prepare by knowing what they drive. Prepare by knowing where they live. Prepare by knowing who they know. Prepare by knowing what they eat. Prepare by knowing which building they work in. Prepare by visiting their office. Prepare by going to their web-site. Prepare by calling the testimonials listed on their website. Prepare, prepare, and then make the call. Yes food is good here!
Brian Tracy said "successful people are simply those with successful habits." Now add to the refrigerator note collection the word prepare. (Habit #6) Successful people prepare. Now say it 3 times super fast, take a deep breath, hold your hand over your heart and promise to prepare.
When you prepare for a meeting you script. The script for these meetings can be a simple set of questions that the REALTOR will want to answer. Your script will determine whether you can put your foot into their swinging door. Your script will start your relationship. Your script will ensure you prepared for the meeting. A script should start out with a thank you, then humor, then a story that leads to a question. Then start the routine again, and again and again. Continue before your order, after the waitress delivers the tea with lemon, before the meal, during the meal, and after you pay the tab.
Start your script with lead questions that will discover information about your REALTOR. If you want to “get your way” you have to ask questions, list the challenges, provide the answer, and ask for the business. Position yourself as the problem solver and the REALTOR will use your services. I love the quote,“People love to buy, but they hate being sold” – Jeffrey Gitomer. Position yourself as a problem solver and they run to you. Be their problem solver and they will buy from you. Be their problem solver and they will refer you to everyone!
REALTOR QUESTIONS:
1. What sales goals have you set for 2008 - 2009?
1a.What specific actions have you taken to meet these goals.
2. What type of media do you use when presenting your business to prospective clients?
3. What type of retention marketing materials do you currently use?
4. Are you currently looking for any contacts that could ad value to your business?
5. What is the biggest expense associated with your marketing strategy?
6. If you could strengthen any phase of your business what would it be?
7. Do your inspectors have the ability to add value to your business strategy?
8. What can I do to earn your trust and business?
9. What do you look for in an inspector?
10. What has been your experience with other home inspectors?
11. What is the deciding factor in choosing your home inspector?
12. How do your customers react to your current home inspector?
Use humor to soften barriers, use stories to let the REALTOR get to know you, and ask questions. Don't sell! Build a relationship. Solve a problem.
Think about it!!! How can you tell the REALTOR that you are the answer if you do not know what the REALTOR needs? Marketing? Time Management? Client Retention? Risk Management? Ask questions that will uncover their need and you will become their problem solver and their inspector!!
Oh yea, don't forget to pick up the tab!
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