www.rgvcenter.com basic sales training. what the profession of selling really is
TRANSCRIPT
![Page 1: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/1.jpg)
www.rgvcenter.com
Basic Sales Training
![Page 2: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/2.jpg)
www.rgvcenter.com
What the
Profession of Selling
really is
What the
Profession of Selling
really is
![Page 3: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/3.jpg)
www.rgvcenter.com
Highest paid – Hard work Job1
Lowest paid – Easy work Job2
3 An investment in yourself
4Most of the wealthiest people in the world are in marketing and sales
![Page 4: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/4.jpg)
www.rgvcenter.com
Advantages of SellingAdvantages of Selling
Freedom to do what you want
Vital to the economy’s health
Dependent on individual’s initiative
FirstAdvantage
FirstAdvantage
![Page 5: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/5.jpg)
www.rgvcenter.com
In this profession, no one limits your
income but you. There are no
income ceilings.
SecondAdvantage
SecondAdvantage
Opportunity to become as
successful as you’d like to be.
![Page 6: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/6.jpg)
www.rgvcenter.com
Selling is a daily
challenge
Selling is a daily
challenge
To the Salesperson,
everydayis an
adventure
To the Salesperson,
everydayis an
adventure
New Opportunities
Everyday
New Opportunities
Everyday
Third AdvantageThird Advantage
![Page 7: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/7.jpg)
www.rgvcenter.com
Fourth AdvantageFourth Advantage
Offers high potential
returns from a low
capital investment
Greater earning power
![Page 8: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/8.jpg)
www.rgvcenter.com
FifthAdvantage
FifthAdvantage
No one limitsyour growth
It’s fun
It’s satisfying
![Page 9: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/9.jpg)
www.rgvcenter.com
PROPER ATTITUDE AND DECORUM
Internalize the Golden Rule of sales that says, 'All things being equal, people will do business with, and refer business to, those people they know, like, and trust.'
- Bob Burg, Salesman
![Page 10: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/10.jpg)
www.rgvcenter.com
Continuous Prospecting and Business Dev’t
Presentation Skills “Power to Convince”
Complete Product Knowledge
Positive Mental Attitude
Pleasant Personality
Able to Handle Objections & Questions
Personal Management Skills
Respect with co-workers/sales agents
PROPER ATTITUDE AND DECORUM
![Page 11: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/11.jpg)
www.rgvcenter.com
The Sales
Process
![Page 12: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/12.jpg)
www.rgvcenter.com
Locate a specific group of Consumers
Positively Expectant
Building Rapport
ProspectingProspecting
The Sales Process
![Page 13: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/13.jpg)
www.rgvcenter.com
The Sales Process
Interview
Ask Questions
Identify Financial Capability
QualifyingQualifying
![Page 14: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/14.jpg)
www.rgvcenter.com
Problem Identification
Clarification
Evaluate the situation
Analyze Needs
Analyze Needs
The Sales Process
![Page 15: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/15.jpg)
www.rgvcenter.com
Present Appropriate Solution
Apply Proper Attitude and Decorum
Emphasize the value of the product& complete Sales Materials
PresentationPresentation
The Sales Process
![Page 16: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/16.jpg)
www.rgvcenter.com
Maintain Composure
Handling of Objections and Questions
Evaluating Responses (Positive/Negative)
NegotiateNegotiate
The Sales Process
![Page 17: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/17.jpg)
www.rgvcenter.com
Most important part of the sales process
Recognizing the time to close
Affirming decision(minimize buyer’s remorse)
ClosingClosing
The Sales Process
![Page 18: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/18.jpg)
www.rgvcenter.com
After Sales Service
Develop a valuable relationship
Seek additional opportunity to serve
Service & Follow-up
Service & Follow-up
The Sales Process
![Page 19: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/19.jpg)
www.rgvcenter.com
Planning next action steps
Ask for referrals
Continuous improvement
ReferralsReferrals
The Sales Process
![Page 20: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/20.jpg)
www.rgvcenter.com
Build relationships with everyone involved in a deal2
Showmanship is a real estate strategy3
Be better prepared than anyone else4
1 Be Persistent5
Use your enthusiasm for the project to inspire others11
Points to Ponder by Donald J. Trump:
![Page 21: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/21.jpg)
THE CHAMPION’S PRAYER
www.rgvcenter.com
In the morning while looking into the mirror say it three times:
“Today I will WIN, Why? I’ll tell you WHY, because I have FAITH, COURAGE, and
ENTHUSIASM. SUCCESS and HAPPINESS will be mine
because I WALK, TALK, ACT, THINK and BELIEVE like the SUCCESSFUL Person
I AM BECOMING, so Help me GOD!”
![Page 22: Www.rgvcenter.com Basic Sales Training. What the Profession of Selling really is](https://reader036.vdocuments.net/reader036/viewer/2022062516/56649d9c5503460f94a8552b/html5/thumbnails/22.jpg)
www.rgvcenter.com
The Complete Real Estate Institution