It's 7:00 in the morning and is freezing outside, but I'm in wisconsin lake house and the view is beautiful. As I look out the window all I see is white, even the lake has a white cast to it because it has frozen. For a split second I wish I had my skates with me. Then intelligence kicks in and I realize that the ice is not thick and probably just fail and would be even cooler!
So to change my look warm glowing fire in the fireplace and a great idea hits me. After pondering how to write an article for my newsletter readers who beat their socks off, comes to me. If I could tell you how to win more listings by all means, raise to its committees and will be delighted (and perhaps even begin to really look forward to my newsletter). This is a win-win idea.
So I've outlined 27 steps to a sales presentation of the winning commercial real estate. Now you may feel that many of these ideas are small or minor, but nevertheless they are still all important parts of the process. Here goes:
1. Do your research - identify the primary problem of perspective (ninguĂ?? No problem, no need to quote) and be prepared with a solution. Just because a prospect has agreed to meet with no guarantee that there is a need to fill. Be clear that there is a valid issue for you to solve before fixing a meeting.
2. When you are setting a specific time to present, it is clear you need all these key leaders. This avoids having to represent or convey the details wrong doing in his absence.
3. Make a lot of questions ahead of time to be sure you can properly prepare for the meeting.
4. Google the company and every person planning to attend the meeting or importance to the company. Hopefully this will cut any surprises, as well as potentially impresses the prospect.
5. Dress professionally, first impressions matter.
6. Be a few minutes early, that allows you to get acclimated and to collect your thoughts before you begin. If you arrive on time or even later, you are forced to directly enter the mode of presentation.
7. Smile during the presentation - it transports heat, trust, comfort, enjoyment and a nice layout in general.
8. Once you have reached, reset the contract upfront. State why you are finding what you hope to achieve, and how long you plan to spend together. Make sure everyone is on the same page, that is often overlooked.
9. Be prepared and have an agenda. A lack of preparation is Automatic sharing a murderer.
10. Be sure your presentation is professional and without error. However, do not get stuck on perfection. Good enough is good enough.
11. Make a presentation folder to leave behind - this also helps you to prepare. Your presentation should include:
1. A summary of the problem and its solution suggested
2. Maps, demographics and photos
3. Its marketing campaign suggested (this is a place to shine!)
4. Competition
5. Comps
6. Expectations (most of the riders leave this out, but if you are clear about your expectations the relationship will go more smoothly.)
7. A list of potential challenges
8. Letters of recommendation or testimonials
9. A sample list of users (when appropriate)
10. Success stories from other customers who have experienced similar problems. Describe the problem, action taken, and the successful result.
11. Chronology
12. Your contact information and information about any other team member (including admin).
13. Listing Agreement
12. Do not focus on too many points to present oral; pick out some points and focus on them. After all, you are leaving behind a book presentation for review.
13. LISTEN - LISTEN - LISTEN!
14. If you get stuck, take a deep breath and ask a question. This will give you a few moments to gather his thoughts, to check his notes, and to refocus his presentation.
15. ALWAYS USE NOTE CARDS. The Zig Ziglar practiced before every single presentation, although he had given them hundreds of times the presentation.
16. Note even invite interaction during the presentation. Some presenters do not like the interaction. But it would be a shame to give the "whole show" only to discover that you are on track and missed the boat, especially since you could have switched gears if you had known (based on interactive dialogue during a presentation). Customer Interaction also will keep them from being bored.
17. Before you file, make a checklist of items to be covered (use an index card for this). Then test it periodically.
18. Admit ignorance. If you do not know the answer, not evade. Just report with the promise that you will get the answer and to transmit them immediately.
19. Ask who your competition is, in fact praise them whenever possible.
20. Be truthful always. People buy from those she knows, like, and trust. Confidence is key for a relationship lasting and successful business.
21. Transportation knowledge, enthusiasm, expertise, a willingness to serve, and finally - the ability to deliver the best solution for the client in the least amount of time and with the best price.
22. Before launching into a close, understand the approval process. The review has involved and asked what the timeline for decision making.
23. At the close - the recapitulation, concise and confident feel, and you know offer the best solution. Do not be afraid to quit asking for a decision on the spot. ASK THE BUSINESS. Too many runners make this mistake. If you do this, your competitors.
24. Do not forget to have a copy of your listing agreement prepared ahead of time and available. Present the listing agreement and, if possible, obtain a signature.
25. Provide a specific window of time that you trust to be available in the event that there is any question, then tell the customer exactly how to reach you.
26. Do not overdo it.
27. Finally, follow up!
Good luck.
Wednesday, January 6, 2010
