Nine Sales Tips For Spring

#1 When on the phone with a prospect, get as much information as you can.

#2 Show that you have something of interest or value for the prospect.

#3 People want to know what's in it for them. So let them know what's in it for them for visiting your community, living at your community, spending more time with you on the phone, etc.

#4 Make that person feel like you are the only person you've spoken with that day. In other words, make them feel special. If you say, "we offer all of our residents great service" but you say it in a monotone manner and like you've said it 87 times already that day� it doesn't interest the listener.

#5 Don't list your amenities or benefits. Instead, ask questions with them in it. For example, "Do you like Starbucks?� If the answer is yes, then say, "That's great because we have a Starbucks 100 yards away."

#6 Quantify the objection whenever possible. "How often does that happen?" or "What is the closet too small for?" or "How many miles away do you work?"

#7 Tailor your presentation to the prospect's interests and needs. If they don't play volleyball, don't waste his/her time showing the volleyball court. If price is all-important, work with him/her on why your community is the best value for the dollar.

#8 Ask permission before following up with the prospect in any way shape or form.

#9 After each call or visit, review your performance. Critique yourself (stay positive!) on how you can do it better the next time. Constant review will help improve your sales performance.

Happy Selling!

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