The following is technique/tip submitted by Brian. The information is of great value. I often, as a training excercise, have sales reps tell a joke to the group. A great sales presentation consisting of timing an delivery, like a good joke. This thought is included below.
Brian's submission also references listening. Good listening skills along with keen observation often seprate the average from the above average reps in the same team. These skills can not be utilized unless your are comfortable and well practiced in your presentation. If you have to "pay attention" to what YOU are doing and saying there is little chance that you will hear or see the messages the client is providing.
Thanks, Brian! Happy hunting!!!
All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait.
Becoming a Master of the Pause
All excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications.
Three Benefits of Pausing Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale
May 20, 2008
May 10, 2008
Technology Nightmares
Not a good week to be around electronics in Mark of Excellence. I tried changing my operating system so the geek squad could set up some kind of link to the server...I have NO clue. Now, of course, a bunch of stuff doesn't work on my computer. I just wanted to be able to get my email, which at the time didn't seem like a large request. Now it seems like I asked for the Cubs to win a world series or a 32" waist.
Jason, about to leave to go get a contract signed, finds his keyboard does not work. It has something to do with loading a driver for a wireless keyboard. Turns out the wireless keyboard works without the driver that it came with. Why do we even bother?
Remember when it was just clipboards and tape measures? Beepers were the hot technology to have! Oh, I miss those days...and a 32" waist.
Speaking of sales...what does it really come down to? The system doesn't change, just the associated tools, props and displays. What is there in every appointment? YOU. That is the constant. The only thing you can count on. The only thing that you can control. Speaking of control...I feel that is the number one reason for not getting a sale - loosing control of the appointment, the client and the sales system. The system never fails, only we fail the system. Here are the items that need to be present at every appointment to maximize the odds of successful results:
Jason, about to leave to go get a contract signed, finds his keyboard does not work. It has something to do with loading a driver for a wireless keyboard. Turns out the wireless keyboard works without the driver that it came with. Why do we even bother?
Remember when it was just clipboards and tape measures? Beepers were the hot technology to have! Oh, I miss those days...and a 32" waist.
Speaking of sales...what does it really come down to? The system doesn't change, just the associated tools, props and displays. What is there in every appointment? YOU. That is the constant. The only thing you can count on. The only thing that you can control. Speaking of control...I feel that is the number one reason for not getting a sale - loosing control of the appointment, the client and the sales system. The system never fails, only we fail the system. Here are the items that need to be present at every appointment to maximize the odds of successful results:
- Pre-call preparation
- Energy and enthusiasm
- Professionalism
- Listening skills
- Observations skills
- Follow the proven system
If any of these six are not included or are not fully in effect, the others are not successful and the likelihood of failure is on the rise.
People buy from those that they like and trust. People respect people that they like or want to be like. How does this happen? Luck? No, it comes from the constant focus on having those six items present and in effect at all times...with or without a laptop, PDA or any other technology or prop.
Happy hunting!
May 4, 2008
What a lay down!
Speaking of kitchen sales....
Jason was on an appointment last week.
Two thirds through the presentation...
CLIENT: "How much money do I owe you today?"
JASON: "Nothing today"
After the $72K price presentation...
CLIENT: "Okay what happens now?"
JASON: "You give me a check for $4K and then we start designing and drawing your new kitchen."
CLIENT: "I thought you said I don't have to give you any money today"
JASON: "You don't HAVE to give me a check today, but if you do, you will have your new kitchen sooner and my wife and children will be very happy tonight!"
CLIENT: "Okay. Who do I make the check out to?"
Now why didn't I have that appointment!!!
Jason was on an appointment last week.
Two thirds through the presentation...
CLIENT: "How much money do I owe you today?"
JASON: "Nothing today"
After the $72K price presentation...
CLIENT: "Okay what happens now?"
JASON: "You give me a check for $4K and then we start designing and drawing your new kitchen."
CLIENT: "I thought you said I don't have to give you any money today"
JASON: "You don't HAVE to give me a check today, but if you do, you will have your new kitchen sooner and my wife and children will be very happy tonight!"
CLIENT: "Okay. Who do I make the check out to?"
Now why didn't I have that appointment!!!
Kitchen Design Trends
Kitchens have always been, and continue to be, the heart of every home. Less traveling and more entertaining have made certain that dust doesn’t gather on most countertops. Also, many socio-economic factors have made household sizes grow to numbers that were last seen fifty plus years ago. While some lifestyles have come full circle, today’s kitchen does not resemble any predecessor from another period.
Kitchen renovations continue to be a common request by homeowners across the country. Hanley Wood Publications does a comprehensive annual study of remodeling projects nationally and by region. The article is printed in its Remodeling Magazine and named “Cost vs. Value”. The study reviews typical projects and the average investment amounts for a midrange and upscale options. The midrange kitchen remodel is listed to have an average national investment of $55,503. The upscale version for a 200 square foot kitchen, which includes stone countertops, cherry wood cabinets, gourmet appliances and an extensive lighting package, is valued at $109,394. Every project is individualized for each client and home, therefore pricing and options vary tremendously. While not the definitive price list, “Cost vs. Value” has served as a helpful, planning guideline for homeowners for the last twenty years.
Neil Parsons, VP of Sales and Marketing at Mark of Excellence Remodeling, has seen many remodeling requests and trends evolve through the years. Kitchen remodeling is no exception. Neil lists five items or features below that are being incorporated in today’s kitchen designs that were usually not included or even discussed as recent as ten years ago.
One item is a convection oven. Convection ovens utilize fans to force heated air across the food. The forced air breaks the thin insulating layer of air that surrounds food. This process decreases the cooking time or the temperature required for the food preparation. Convection ovens are typical the second oven in a kitchen as part of a double wall oven unit or as microwave-convection oven combination.
Beverage centers can be found free standing or built into base cabinets. Beverage centers are smaller refrigerators designed to store wine, beer and soft drinks. The more expensive units have the ability to set separate temperatures for each shelf making the multi-use beverage storage possible and enjoyable for all tastes. It cuts down on the use of the much larger main refrigerator. Sizes, features and prices will vary. The price range is typically $200 to $2,000.
If the room or area permits, fireplaces are on the wish list of many families. Direct vent, natural gas fireplaces are the common choice. The options here are plentiful. Free standing, simulated wood-burning stoves require only a small area and are reasonably priced. Built-in units with a stone wall, hearth and a wood mantel can transform any room.
A generation ago every kitchen had a telephone on the wall with a phone book and note pad in the closest draw. Today cabinet layouts often contain a work station. A place for a chair, leg room and counter space. Yes the telephone is still there but it is usually accompanied by a personal computer, laptop or PDA, therefore the phone numbers are stored electronically or located on the internet. These work stations are a convenient place for note taking, children’s homework and home office use.
Now what room is not complete today without a television? Yes, televisions are on most kitchen design surveys and many families want to see them included in the final plan. While placing a television in the kitchen is not completely new the difference between placing a portable unit on the counter with cords and cables dangling and having an under-cabinet unit with a flip-down flat panel screen is vast. These built-in televisions often have other media or internet capabilities. When working in the kitchen cooks can by companioned by the news, soap operas and of course the Food Network.
Mark of Excellence Remodeling has been Appreciating Homes Since 1987. The New Jersey design + build remodeling firm has been honored with several awards for its projects and business acumen. The company has been featured in various national publications throughout the years.
One of Neil Parsons’ kitchen designs, currently being built in Monmouth County, incorporates four of the five features listed above. The addition and kitchen area has been referenced to as the “Gathering Room” from the onset of the design and development. If you would like pictures sent as the project progresses and completes send your request to info@MarkofExcellence.com or visit the website www.MarkofExcellence.com.
Kitchen renovations continue to be a common request by homeowners across the country. Hanley Wood Publications does a comprehensive annual study of remodeling projects nationally and by region. The article is printed in its Remodeling Magazine and named “Cost vs. Value”. The study reviews typical projects and the average investment amounts for a midrange and upscale options. The midrange kitchen remodel is listed to have an average national investment of $55,503. The upscale version for a 200 square foot kitchen, which includes stone countertops, cherry wood cabinets, gourmet appliances and an extensive lighting package, is valued at $109,394. Every project is individualized for each client and home, therefore pricing and options vary tremendously. While not the definitive price list, “Cost vs. Value” has served as a helpful, planning guideline for homeowners for the last twenty years.
Neil Parsons, VP of Sales and Marketing at Mark of Excellence Remodeling, has seen many remodeling requests and trends evolve through the years. Kitchen remodeling is no exception. Neil lists five items or features below that are being incorporated in today’s kitchen designs that were usually not included or even discussed as recent as ten years ago.
One item is a convection oven. Convection ovens utilize fans to force heated air across the food. The forced air breaks the thin insulating layer of air that surrounds food. This process decreases the cooking time or the temperature required for the food preparation. Convection ovens are typical the second oven in a kitchen as part of a double wall oven unit or as microwave-convection oven combination.
Beverage centers can be found free standing or built into base cabinets. Beverage centers are smaller refrigerators designed to store wine, beer and soft drinks. The more expensive units have the ability to set separate temperatures for each shelf making the multi-use beverage storage possible and enjoyable for all tastes. It cuts down on the use of the much larger main refrigerator. Sizes, features and prices will vary. The price range is typically $200 to $2,000.
If the room or area permits, fireplaces are on the wish list of many families. Direct vent, natural gas fireplaces are the common choice. The options here are plentiful. Free standing, simulated wood-burning stoves require only a small area and are reasonably priced. Built-in units with a stone wall, hearth and a wood mantel can transform any room.
A generation ago every kitchen had a telephone on the wall with a phone book and note pad in the closest draw. Today cabinet layouts often contain a work station. A place for a chair, leg room and counter space. Yes the telephone is still there but it is usually accompanied by a personal computer, laptop or PDA, therefore the phone numbers are stored electronically or located on the internet. These work stations are a convenient place for note taking, children’s homework and home office use.
Now what room is not complete today without a television? Yes, televisions are on most kitchen design surveys and many families want to see them included in the final plan. While placing a television in the kitchen is not completely new the difference between placing a portable unit on the counter with cords and cables dangling and having an under-cabinet unit with a flip-down flat panel screen is vast. These built-in televisions often have other media or internet capabilities. When working in the kitchen cooks can by companioned by the news, soap operas and of course the Food Network.
Mark of Excellence Remodeling has been Appreciating Homes Since 1987. The New Jersey design + build remodeling firm has been honored with several awards for its projects and business acumen. The company has been featured in various national publications throughout the years.
One of Neil Parsons’ kitchen designs, currently being built in Monmouth County, incorporates four of the five features listed above. The addition and kitchen area has been referenced to as the “Gathering Room” from the onset of the design and development. If you would like pictures sent as the project progresses and completes send your request to info@MarkofExcellence.com or visit the website www.MarkofExcellence.com.
April 20, 2008
OH NO! Where's the check?
We all have "lost the deposit check" stories. A very low, gut wrenching feeling after the euphoria of the sale.
Here is Brian's from yesterday:
Here's a good one. I was on a lead today that I sold in union. It was a roof sale for 9k. As I was putting my stuff away in my truck I casually placed the folder containing the measurements, signed contract and check for 2k..... On my bumper. -- Of course my phone rings at that point and I drive off leaving the folder on my bumper. I proceed to Springfield feeling proud of myself for selling another job. I arrive for my lunch that I was so looking forward to and I realize. "OH SHIT!, WHERE'S MY DEAL?? DAM IT!!". So I backtracked back to Union from Springfield..... Then I started the route I traveled from the customer's house to Springfield. When I got all the way back to Springfield, at the intersection of Springfield Ave and Morris was when I found evidence of the folder. First I found the measuring sheet., then eventually the yellow copy of the contract which was great. But still no $2k check. I continued to search and search for my lost check. And finally, there it was in the middle of Morris Avenue at Meisel.... But oh nooooo! The light was turning green..... I wasn't going to let my check get run over by anymore cars so I dashed out and rescued it. I definitely earned my commission on that one. I endangered myself in traffic today to save a deal. Literally.
As long as I didn't have to explain the missing check to the customer I'm happy.
NEXT!
Here is Brian's from yesterday:
Here's a good one. I was on a lead today that I sold in union. It was a roof sale for 9k. As I was putting my stuff away in my truck I casually placed the folder containing the measurements, signed contract and check for 2k..... On my bumper. -- Of course my phone rings at that point and I drive off leaving the folder on my bumper. I proceed to Springfield feeling proud of myself for selling another job. I arrive for my lunch that I was so looking forward to and I realize. "OH SHIT!, WHERE'S MY DEAL?? DAM IT!!". So I backtracked back to Union from Springfield..... Then I started the route I traveled from the customer's house to Springfield. When I got all the way back to Springfield, at the intersection of Springfield Ave and Morris was when I found evidence of the folder. First I found the measuring sheet., then eventually the yellow copy of the contract which was great. But still no $2k check. I continued to search and search for my lost check. And finally, there it was in the middle of Morris Avenue at Meisel.... But oh nooooo! The light was turning green..... I wasn't going to let my check get run over by anymore cars so I dashed out and rescued it. I definitely earned my commission on that one. I endangered myself in traffic today to save a deal. Literally.
As long as I didn't have to explain the missing check to the customer I'm happy.
NEXT!
April 5, 2008
GREAT NEWS!
Hard work sometimes gets recognized and pays off...
Mark of Excellence Remodeling with its award-winning projects and marketing program will be featured in the May 2008 issue of Remodeling News magazine. Contact Danielle at 800-734-3737 to receive reprints as and when available.
The following is the press release I just prepared. It speaks for itself.
Mark of Excellence Remodeling, Inc. of West Long Branch, New Jersey is proud to announce that it has won four “Innovation in Construction Awards” from Remodeling News magazine. The exclusive winners for each category are selected amongst hundreds of annual award entries from architects, designers, builders and remodelers representing various states. Mark of Excellence Remodeling won the following categories: “Best Design and Room Addition under $100,000” for a project in Oceanport, “Best Design and Room Addition over $100,000” for a project in Sea Bright, “Best Bathroom under $30,000” for a project in Tinton Falls and “Best Marketing Program”.
Mark of Excellence Remodeling, Inc. of West Long Branch, New Jersey is proud to announce that it has won four “Innovation in Construction Awards” from Remodeling News magazine. The exclusive winners for each category are selected amongst hundreds of annual award entries from architects, designers, builders and remodelers representing various states. Mark of Excellence Remodeling won the following categories: “Best Design and Room Addition under $100,000” for a project in Oceanport, “Best Design and Room Addition over $100,000” for a project in Sea Bright, “Best Bathroom under $30,000” for a project in Tinton Falls and “Best Marketing Program”.
Danielle Prescia, the company’s Marketing and Project Coordinator, oversees the marketing efforts and is most proud of the fact that over 50% of Mark of Excellence Remodeling business is generated through previous clients and their referrals. Certified Lead Carpenter Neal Robinson and Paul Williams were the project leaders for the winning renovations. Design Consultant Jason Parsons and Neil Parsons, VP of Sales and Marketing, created the award-winning designs for the projects.
Company President and owner Mark T. Elia, a local resident who was raised in Oceanport and currently resides in Long Branch, is excited about the national recognition that Mark of Excellence Remodeling receives for its work throughout Monmouth County over the past 20 years. Mark, a Certified Graduate Remodeler, attests, “It is quite rewarding to help a homeowner from the initial planning stages through the final details of their home’s transformation. I am honored to be a part of the process and I especially enjoy exceeding the expectations of the clients in my own community. That is important to me since my name is on all of our signage.”
Renee Rewiski is the Editor and Publisher of Remodeling News magazine as well as the President of the National Association of the Remodeling Industry. Renee commented, “The Mark of Excellence Remodeling entries were extraordinary, professional and well deserving of the honors.”
Mark of Excellence Remodeling with its award-winning projects and marketing program will be featured in the May 2008 issue of Remodeling News magazine. Contact Danielle at 800-734-3737 to receive reprints as and when available.
March 29, 2008
Why they buy
Do the clients believe you? There will always be an initial air of distrust when a "sales rep" comes into the house.
Never forget that:
People ONLY buy from those they like and want to be like.
How does that happen? Where does like and then trust come from? TRUST is ultimately displayed by placing an order. Like and trust are based upon many small factors - appearance, timeliness, professionalism...etc. In my opinion, the biggest factor comes from the dynamic of the overall presentation. Are you there to give a performance and monologue? Or are you there to get involved with the people on their level, interact and start a relationship?
People do not want to be sold, they want to buy.
They want to draw their own conclusion and not just blindly accept what you tell them.
Remember:
If you say it, they will doubt it.
If they can see and feel it for themselves they will believe it.
If you get the client to say it, they will buy it.
Make sure to involve as many senses as possible. While possessing all, people are either mainly visual, auditory or kinestetic with the dominant trait being the crux of decision making. If you can not determine which your client is...make sure to employ each as part of your presentation.
Never forget that:
People ONLY buy from those they like and want to be like.
How does that happen? Where does like and then trust come from? TRUST is ultimately displayed by placing an order. Like and trust are based upon many small factors - appearance, timeliness, professionalism...etc. In my opinion, the biggest factor comes from the dynamic of the overall presentation. Are you there to give a performance and monologue? Or are you there to get involved with the people on their level, interact and start a relationship?
People do not want to be sold, they want to buy.
They want to draw their own conclusion and not just blindly accept what you tell them.
Remember:
If you say it, they will doubt it.
If they can see and feel it for themselves they will believe it.
If you get the client to say it, they will buy it.
Make sure to involve as many senses as possible. While possessing all, people are either mainly visual, auditory or kinestetic with the dominant trait being the crux of decision making. If you can not determine which your client is...make sure to employ each as part of your presentation.
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