The Past, Present and Future of Realtor Marketing

Bill Nadraszky is an Internet Marketing expert for Realtors. His weblog with Real Estate internet marketing tips and tricks can be found at http://realtorweblog.xptechsupport.com

Great Training Does Not Have to Take Place in a Classroom

Training is typically done in a classroom, however with some unique approaches it can take place everyday. Self-Directed Learning is a process that utilizes short techniques in 15 to 45 minute sessions geared toward simulating the required skills of a specific job function. The activities are performed on a continuous basis such as daily or bi-daily. Once the activities are completed, points are rewarded to track the progress of each employee. Many organizations will award employees by the accumulating points or achieving specific milestones to encourage the self-learning.

Tug of War Selling

Are you in a “tug of war” with your customers? You keep selling -- they aren’t buying.

Business in the Days of Awe: How to Never Hear a Prospect Objection Again

Prospect objections can feel like a kick in the stomach. Your spiritual heart holds the key to avoiding getting kicked, and closing the sale.

High-Tech Selling: Is It Really That Difficult?

Selling high-tech products and services is much more difficult than selling most other products and services: Truth, or just a popular myth? Selling anything that is not a known commodity can be difficult. However, most of the difficulty is created by salespeople themselves. Here are some of the reasons why high-tech Sales seems so difficult - and how the typical selling process just reinforces that myth.

Are YOU Guilty of Using these Obsolete Sales Techniques?

The result of these sales techniques is rejection and frustration. Ready for something different?

Abducted by Aliens?

There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services. Perhaps you are trying to reach a prospect to continue a conversation or to follow up on a next step in your sales cycle. You have tried everything. You have called repeatedly at different times throughout the day, you have left messages, you have sent emails… All with no response.

Body Language: Dos and Don'ts

Studies show that much of communication is nonverbal. That means it’s not only what you say, it’s how you say it: your intonation, gestures, facial expressions and posture. Here are some Body Language Do's and Don'ts to help your face-to-face prospect and customer meetings.

Purple Envelopes

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a...

The Sales Training Series: Dealing With Sales Objections and Stalls

Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.

The Sales Training Series: How To Sell Solutions

Salespeople are commonly told to sell “solutions” and “value” rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.

The Sales Training Series: Keep Selling Your Company

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition.

If You Are in Sales Do You Carry a Flashlight

It didn't take much to convince me to leave Toronto Canada in the middle of winter and go to Scottsdale. Little did I know how much that trip would change my outlook on selling.

The Effectiveness of Selling Process

Selling isn't an opportunity to manipulate the potential buyer to do what the seller wants, rather than providing the buyer what he wants. If how you sell is without importance to your customers, that means they don't get what they expected.