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I
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The Birth of a Salesman
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You are a born salesman, you are a born winner
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II
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The Real Estate Agent
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Appearance is a big factor, Practice Smiling
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III
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The Selling Attitude
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The negative attitude that derails success. The positive attitude that attacts buyers
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IV
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Know Your Target Market
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Focus on the specific segment of the market
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V
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Know Your Prospects
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What important information you need to know from a prospect
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VI
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The Selling Process
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The steps from first contact of the prospect to getting your commission
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VII
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The Buying Process
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A picture summary from the approach to closing the sale
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VIII
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Basic Product Knowledge
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The important information or details you need to know in every real estate project in order to gain competence
in selling these properties.
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IX
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Prospecting
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Where and how to find your prospects. How to get them to call you
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X
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Opening
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Examples of a good opening. There is no standard what to say. If you can catch the attention of the prospect,
that's a good opening
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XI
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Probing
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What is the purpose of probing. When do you use open probe and when do you switch to close probe.
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XII
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Reinforcing
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What is reinforcing. What is its purpose. When do you use it? How do you use it.
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XIII
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Proposition
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2 examples of how to make a proposition after reinforcing
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XIV
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Handling Objections
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Steps in handling objections and examples
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XV
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Handling other types of Resistance
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Decision Maker in absencia, bluffing
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XVI
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Closing
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Learn different types of Closing: Alternative Close, Main Benefit Close, Summary Close, Last Plane Out Close
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XVII
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The Resurrection of a Salesman
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Signal Exercises, Sample Sales Presentation
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