Sales Trainer Audio
Sales Trainer Audio 2009/10 Series...
If repetition is the mother of perfection then this ongoing tutorial series will nurture your quest for perfection! Turn your car into a classroom on the way to a listing appointment or meeting a buyer and you could find yourself primed for battle.
Recorded in a relaxed environment these sessions provide a practical support mechanism to the ideals of Sales Trainer Live by discussing in more detail the finer aspects of bigger issues such as negotiating, marketing, wealth creation, assistance, technology, performance, communication, qualification and many other subjects.
The Format
The sessions are primarily dialogue specific. Giving you the right words to hear repeatedly, rehearse and then deliver perfectly!
The recordings are broken into track listings for easy bookmarked reference allowing you to rewind or skip to the relevant points.
Available in the Sales Trainer Library for download in MP3 Podcast on release (ST Active Members only) or on Compact Disc they are produced and released bimonthly.
2009/10 Series Content
Volume Two
Session 1 - Booming Sales in a Bust Market
The 21 Keys to High Productivity in a Tough Market. This STSession was first presented in late ’08 to raving reviews. For those with no experience in an oversupplied market it will show you track by track how to focus, understand, communicate and control pricing of your listings. It all adds up to more sales sooner!
Track Listing
- Productivity In A Bust Market - 1:52
- Key #1 Tune Into Your Channel - 10:13
- Key #2 Focus On Motives - 5:44
- Key #3 Sales Strategy Alignment - 3:26
- Key #4 Perfect Presentation Agenda - 6:23
- Key #5 Daily Client Communication - 3:16
- Key #6 Build Trusted Relationships - 2:50
- Key #7 A Multi-Angled Call Plan - 1:38
- Key #8 Identify + Intensify Motive - 4:12
- Key #9 Sell By Motive Not Price - 3:07
- Key #10 Encourage Client Tantrums - 2:44
- Key #11 Communicate Offers In Writing - 2:25
- Key #12 Leverage Value With Marketing - 2:48
- Key #13 Valuations Reduce To Sell - 2:28
- Key #14 Create Your News Room - 1:20
- Key #15 Lead Clients To Their Goals - 2:27
- Key #16 Run Monthly Hit Parades - 3:18
- Key #17 Market Your Results - 2:09
- Key #18 Talk The Buyers Language - 1:52
- Key #19 Extract Offers - Reinforce Value - 3:42
- Key #20 Demonstrative Negotiations - 3:37
- Key #21 Synchronise Negotiations - 6:40
- Sales Trainer Active - 0:51
Free for STActive Members
On Sale @ $49.50 GST inclusive
Session 2 – An Ultimate Listing Agenda
Here it is. The Perfect Listing Presentation delivered in sequence to a clear agenda. The pre-amble followed by the big three hits. Your USP (unique selling proposition) that shows clients how your skills as an agent add value. You will win listings without pressure on asking price or your fee.
Track Listing
- Why Re-Engineer Your Listing Presentation - 2:26
- The Common Listing Presentation - 7:14
- The Value Added Proposition - 5:55
- Your Engaging Performance (Plus Tips From Larry Emdur) - 7:24
- Pre-Amble / The Agenda - 6:18
- Creating Value: Marketing - 11:23
- Establishing Value: Communication - 8:26
- Adding Value: Negotiation - 8:09
- A Unique Listing Presentation - 3:03
Free for STActive Members
On Sale @ $49.50 GST inclusive
Session 3 – Effective Communication
If it were compulsory that all your vendors do ‘two weeks work experience’ with you prior to listing how much easier would it be to control the marketing of their property? The effect of a message is measured by what is understood not said. In this recording we show you exactly how to successfully transfer your message.
Track Listing
- Introduction to Effective Communication - 2:17
- Feedback or Communication? - 6:31
- The Three C's - 7:14
- The Conduits Considered - 12:30
- Message Consistency + Frequency - 4:30
- The Emotional Bank Account - 5:52
- Relationship Breakdowns - 2:24
- The Sales Time Line - 4:13
- Changing Angles - 5:34
- Sowing Price Seeds - 4:44
- Communication Slips - 2:30
- SMS Market Information - 4:10
- Open for Inspections - 3:27
- Relaying Media Speculation - 3:04
- The Market RoundUp - 2:31
- The C.M.A. - 2:14
- A Communication System - 2:19
Free for STActive Members
On Sale @ $49.50 GST inclusive
Session 4 – How Marketing Adds to Property Value
The benefits of client funded advertising for the agency are clear. However little is understood as to how the value proposition is effected through an investment in professional marketing. This session explains the role of marketing in a real estate transaction and how it leverages property value. The dialogue is then provided in a step-by-step sequence that will have your sellers eager to invest in great marketing products!
Free for STActive Members
On Sale @ $49.50 GST inclusive
Session 5 – Goals + Plans for the Year Ahead
A salesperson suffering burnout or in a slump usually lacks clear specific goals and a well-constructed plan. The lead up to the holiday season is the perfect time to get this under control. Once again an easy sequential guide to setting your goals is provided that will have you focused on success. Then we’ll help you become the architect of your own brilliant plan whilst discussing some examples to give you inspiration. With the WHY, WHERE and the HOW of your career in place you’ll be unstoppable in 2010!!
Free for STActive Members
On Sale @ $49.50 GST inclusive
Session 6 – Demonstrative Negotiations
The fundamentals of negotiation seem to be ignored when the market tightens. When an agreement between buyer and seller is stalled on price you’ll often find a frustrated salesperson and this is a real killer for creativity. This recording aims to get you fascinated with the art of negotiation and lays out an array of imaginative techniques and original dialogue that will have you making deals while others languish!
Free for STActive Members
On Sale @ $49.50 GST inclusive
Volume One
Session 1 – Fee Negotiation
Eliminate discounting, introduce incentive + receive more income!
Session 2 – The Dynamics of Assistance
No more unproductive prospecting + loads more active clients = results!
Session 3 – Proactive Property Marketing
Anticipate, communicate, price right + sell more listings sooner!
Session 4 – Sales Negotiation
Become a master negotiator + literally write your own pay cheque.
Session 5 – Packaging Your Product
Make it easy for the client to buy your product by defining your services
Session 6 – Open for Inspections
Outpace your competitor + introduce the virtual listing presentation
Session 7 – Wealth Creation
Turn your success aspirations into reality by leveraging your sales career
Session 8 – Goal Setting
Give clarity to your own purpose and embark on energetic accomplishment!
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