My SMC Event notes. "If You Want To Increase Sales...Stop Selling!"

2.  What do consumers think of salespeople?
 What do consumers think salespeople care about?
 What is a salesperson’s intention every day on their way to work?
 Are consumers wrong about salespeople?
 “How are you doing?” When an Executive asks the Sales Manager or they ask a
Salesperson…What are they really asking?
 What do new home salespeople think of homebuyers?
 What do new home building executives think of their salespeople?
Stop the insanity…heal this dysfunctional relationship!

4. Has taught salespeople
• their job is to sell the next person they talk to
• selling is a dialogue but the trick is to control the conversation so it stays
focused on the product, presentation and information to be covered
• selling is a series of questions to get to the answer they want…manipulation
• they learn to close, by closing early and often
• after a closing question, the first person who talks loses
• to build rapport and a relationship ask good questions…to make a sale
• to tell the prospect what they want to hear…to be people pleasers
Creates mistrust between consumers and salespeople

5. Pleasing…Tell Them What They Want To Hear!
 is our reaction to avoid conflict and be liked
 is what we do to get something for ourselves
 often backfires and sabotages the end result we really want
 may resolve the issue of the moment, but creates larger
issues for the future
Reinforces the mistrust between consumers and salespeople

6.  People feel what we feel
 People know our intentions

7. Actions
Attitudes
Intentions

8. Your Intentions Revealed

9.  Always do what’s best for the new home shopper.
 To care about the new home shopper.
 To help and serve the new home shopper…serving not pleasing.
 Overcomes the new home shopper’s preconceived perception of
salespeople…new open engagement.
 Creates the relationship we’ve all talk about, wanted and tried to
create but sabotaged with traditional sales intentions.

10.  Changes salespeople’s job to finding the next person who wants
what they are selling.
 Creates real dialogue and conversations that exchange information.
 Improves listening skills and salespeople’s intuition and instincts.
 Changes the dialogue from selling or pleasing to helping and serving.
 Focuses on the end result…homeownership.
 Engages consumers so they will participate in the process.
 Enables salespeople to know what new home shoppers really want.
 Salespeople will set homebuyer expectations and manage their
perceptions more effectively.

11.  FOCUS…Please home shoppers, getting  FOCUS…Do what’s best for the home
an order, a contract, my commission, shopper, help them, serve them, their home
makes salespeople act and sound the ownership, orders as part of the process…
same…makes company & offers the same differentiates salespeople
 IT’S ABOUT US…SO SHOPPERS RESIST  IT’S ABOUT THEM…SO SHOPPERS SHARE
 My product  their reasons for shopping
 My knowledge  their reasons for buying
 My presentation  their wants, needs, desires, concerns
 My commission  their budget
 ‘My deal’  their lifestyle
 IT CREATES…SHORT TERM SELFISH  IT CREATES…LONG TERM SELFISH
 how many calls…traffic  dialogue
 how many presentations conversations
 how many appointments  relationships
 how many contracts  who did you talk too?
 how many cancels  customers

12. To assist you, not tell you
To help you, not sell you
To care more about you,
than what’s in it for me.
To always do what’s best for you
By Mike Moore