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Is what you are saying hurting sales and leasing?


After listening to thousands of sales pitches, I can't tell you how many times I lost interest because of what the sales rep said. As an executive I feel bad because I know that the rep is doing what they have been taught to sell their product or service.

I think that too often the sales presentation and marketing slicks are created from the company perspective and not the audience.
So ask yourself, is what you are saying hurting your sales?

Join me to learn how you can immediately improve your sales. 

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We Can All Learn from This Boy and His Bat

I have worked from home for almost a decade which comes with several advantages including: ·        Less distractions since there is nobody to socialize with at the “water cooler” – if those still exist ·        Avoiding the dreaded smell of tuna casserole wafting over the cube farm from the break room ·        No commuting – which is especially awesome in Chicago! It goes without saying that having a routine is paramount in keeping on task and staying focused throughout the day. Many of us “sales” professionals turn to our network, self-help gurus or even funny memes for tips and tricks on how to stay not only focused but motivated. I do all those things, but my recent motivation came from a 7-yr. old. Now is probably about the time that you reread that last sentence thinking that I had a typo. Nope, it’s true. I meant a 7-yr. old. My home office is at the front of my house and believe it or not, the one distraction I look forward to every day (when I’m not traveling) is from 4:15-4:30pm CST. This is the time that one of the neighborhood boys grabs his baseball bat and literally stands at the edge of the park hitting rocks into the field. So, what's the big deal you might be wondering? Well, the big deal is that I’ve learned something from him. He goes out at the same time each day (weather permitting) with the same enthusiasm knowing that out of however many swings at bat in a 15- minute span, he make......
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#1 Question Salespeople Should Ask in Every Sales Presentation


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Are You Speaking Your Customer's Buying Language??

Are You Speaking Your Customer's Buying Language??
Many years ago, when my wife was expecting, we decided that it was time for a new car. At the time we lived in Colorado and we determined that my two-wheel drive pickup truck with ZERO snow traction was not an ideal car (even if it was our second car) to have to drive our young baby in.  So I did lots and lots of research. After about a month I settled on the car I wanted. I went into the dealership closest to our home and told the salesperson exactly what I wanted-and asked him if he had what I was looking for.  He said he did.  He pulled the car around and I noticed it was a higher-level package than I wanted. Since this was not our primary vehicle, I didn’t need anything fancy like “upgraded upholstery,” “alloy wheels” and a spoiler on the hatchback lid. First problem.  I let him know that the first thing I wanted to do was test drive the car. I knew the specs of the vehicle, after I had been researching it for a month! I just wanted to see if I liked the way it handled on the road.  So, of course, before we jump in, he opens the hood to show off the engine. Second problem.  I’m sorry folks, this is a car with a 110 hp engine, which will go 0-60 in two minutes or something. (Okay, it’s not that bad!) What the heck was he showing off?? I looked at the engine......
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Five Great Questions You Should Ask Your Prospects

Five Great Questions You Should Ask Your Prospects
Have you ever thought about the kinds of questions that you typically ask a prospect when s/he visits your community. Doesn’t it have the tendency to sound like an interrogation? “Were you looking for a one or two bedroom? “When do you want to move-in?” “Will you be bringing pets with you? “What is your budget?” “How many will be living in the apartment?” “What is your credit like?” “Have you ever been featured on ‘To Catch a Predator?’” (kidding!) While I absolutely believe that you need to ask specific questions about a customer’s specific needs, wants and desires, I believe that it’s also important to include the following five questions (not in any particular order)  somewhere in your tour, so you can “go deeper” and truly unpack what your prospect is really looking for. What kind of research have you done? I learned this one from the great Lori Snider when she trained me at a company I worked for many years ago. It’s a great icebreaker question that I loved using especially when I saw someone coming in with a stack of papers printed from the Internet, or when I saw them with apartment magazines with pages dog eared, bookmarked and written on! These folks have done their homework…let them tell you about it! Then you won’t repeat information they already know; freeing you to focus on the things that can help you close the sale. What communities have you visited? I always wanted to know about my prospect’s experience so far~and who I was competing wit......
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