By Melissa Dittmann Tracey
QUICK SKIM
Could your sales use a jump-start? The new book How to Sell More Homes and Increase Your Income (AuthorHouse, 2007) sets out to help you land in the world of top producers. Curt Fletcher’s book offers a quick read, touching on the techniques that will help you ramp up more sales and improve your relationships with clients. Each chapter ends with a summary of useful tips, everything from marketing strategies to overcoming objections to adjusting your attitude. Bottom line: Generating more sales comes down to better communication and time management.
FROM THE BOOK: 5 WAYS TO SELL MORE HOMES
Fletcher’s book breaks down word-by-word, literally, how to increase your sales. He includes a list of sales words you shouldn’t use with clients – such as “monthly payment” or “buy” – and the alternatives that have more impact, like “monthly investment” and “own/acquire.”
Here are some other tips from the book:
1. Sell yourself. People don’t just purchase products you sell, they buy you. To get that to happen, you must earn their respect so they value your judgment and guidance. Build rapport and common ground, even before the sales presentation. Talk about their children, sports, hobbies, etc. — remember, people like to talk about themselves. Be conversational and welcoming, and be seen. “The more people who see your face or hear your voice, the more they will soon get to know you,” Fletcher says. Then, they trust you, buy from you, and start referring you.
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