Did you know…
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that professional selling is more than just 'telling?'
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that in the right circumstances, your prospect wants to be 'sold?'
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that good selling is not something you do TO someone, it is something you do WITH and FOR someone?
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that controlling someone in sales is just an illusion?
Even in a society that lacks freedom, people yearn for ways to express themselves! So imagine that in a free society, of course people don't want to feel manipulated into doing something, even if that 'something' might actually be to their benefit.
So as soon as some 'sales person' starts talking, talking, talking before they've
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asked and listened,
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asked and listened and
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asked and listened some more…
what routinely happens is that good prospective clients tune them out. Odds of doing business with them nose-dive. This often leaves the weaker prospect that stays and gets 'sold,' and of course then the challenge is to see how to 'get their deal done.'
Image Credit: Ky Olsen
There are organizations in manufactured housing that teach good selling, which is much more than telling.
Good selling is like going to a doctor's office. The doctor – or the MD's staff – has to ask probing questions and then follows those questions up with still more questions, all BEFORE tests are done or a recommendation for treatment is made.
We teach forward thinking professionals to ask the right questions at the right times. Then we suggest the proper marketing that makes the phones ring.
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L. A. “Tony” Kovach presenting to a packed room of MH Professionals.
Change rarely happens over night. But if you are doing the right job – the truly professional way – of marketing and sales in manufactured housing, you will see a steady growth in the number of qualified buyers who will call, come, see, believe and buy from you. Don't worry, you'll still get the credit challenged customers too.
When you learn to engage a cash or good credit customer successfully, you'll realize that selling manufactured homes is a noble profession.
Professionals practice and study, practice and study. Professionals ask questions before making recommendations, correct?
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What would you pay to listen to the industry's self-made billionaire for 45 minutes?
Then would you actively listen – take notes and learn – by
clicking here and watching this two part video?
Shall we close with some OBVIOUS questions?
So where do you go to do your daily reading in MH? And where are you getting your professional training to become a star in manufactured housing? ##
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