Anatomy of Selling I
Dalam salah satu undangan “berbicara”, yang mengusung “Sales Competencies”, penyelenggara meminta agar saya membawakan sesuatu yang dapat membekali para peserta untuk menjadi juara penjualan, khususnya tahun ini.
Tentu saja, walaupun terdengar sederhana, sejatinya, berbicara mengenai “Sales Competencies” tidak akan pernah cukup dalam setiap “time frame” yang diberikan. Saya selalu memikirkan, topik apa yang akan saya utamakan? Apakah mereka sudah pernah mendapatkan gambaran “The Whole Salesperson”? yang pernah saya bahas di dalam tulisan sebelumnya, apalagi jika saya harus masuk ke detail keluarga besar “Attitude”, “Selling Skill”, “People Skill” dan “Professinal Knowledge”.
Bagaimana dengan aplikasi NLP dalam selling? Mungkin saja audience saya sudah pernah bersentuhan dengan NLP (Neuro Linguistic Proggramming), tetapi tidak pernah mendapatkan yang spesifik akan apa-apa saja yang berkaitan dengan dunia jualan, atau jangan-jangan, mereka memang belum pernah berkenalan dengan “NLP for selling”. Ambil contoh beberapa aspek seperti “Pacing” dan “Leading” dalam presentasi penjualan atau “Modelling” untuk mencapai “Peak Performance” dalam sales.
Bagaimana pula kalau kita kaitkan dengan Marketing? Ingatlah bahwa saya selalu mengatakan bahwa “Selling” hanyalah salah satu bagian dari “Marketing”, walaupun seolah-olah yang lebih dekat “duit”nya, justru memang “selling”. Bahkan ketika anda mempertegas bagian “selling” yang bernama “closing”, tanpa kita sadari, terbukalah satu lagi babak pembahasan yang penting yang kita sebut “Closing Cycle”. Di bagian inilah kita akan membahas Negosiasi, Survey / Inspection / Open House, Marketing Activity, Produk, dll.
Di luar itu masih terdapat elemen “strategy” atau “new concept” yang seringkali memperbaharui bagaimana cara kita memandang dan melakukan kegiatan Marketing maupun Selling. Kesemuanya ini, setelah melalui “test of time” akan berubah terus kearah yang lebih baik, efisien, cepat dan mungkin saja lebih murah.
Mungkin, penjabaran singkat dan sederhana mengenai apa saja pemahaman yang diperlukan untuk sukses dalam bidang “sales” membuka wawasan anda, bahwa memang “selling” dewasa ini tidak sederhana dan tambah “tough”. Beberapa penyebabnya antara lain :
- “Buyer” , sekarang ini semakin “canggih” dan “ribet” karena dibombardier dan memiliki akses dengan segala macam informasi.
- Kompetisi bertambah dahsyat, karena semua “pemain” mungkin membekali dirinya dengan pengetahuan yang lebih baik juga.
- Siklus penjualan atau lebih spesifiknya “closing” secara umum menjadi lebih panjang.
- Proses pembelian melalui “komite” menjadi lebih umum, yang artinya lebih banyak lagi pihak dengan berbagai “background” yang harus diyakinkan.
- “Resistant” terhadap cara-cara menjual yang “tradisional” seperti teknik-teknik manipulasi dan pemaksaan semakin tinggi, sehingga ketika “salesperson” tidak mengupdate dirinya, maka dapat dipastikan bahwa ia akan tersingkir lebih cepat dari masa-masa sebelumnya.
Pertimbangan-pertimbangan inilah yang akhirnya berhasil “memaksa” dan “menarik” perhatian saya agar mulai tulisan ini kedepan, “focus” hanya pada apa-apa yang berkaitan dengan dunia “sales” alias, saya harus disiplin untuk menunda topik-topik lain yang kadang-kadang cukup menggoda.
Tujuannya tentu saja agar kita lebih efektif dalam melakukan “selling”, termasuk :
- Presentasi penjualan yang lebih meyakinkan
- Sedapat mungkin memperpendek proses “selling”
- Lebih banyak “closing”
- Memahami sepenuhnya bahwa “selling” tidak berdiri sendiri, sehingga ketika mendiagnosa suatu “case” baik / buruknya prestasi penjualan, dapat melihat gambaran seutuhnya sehingga mendapatkan solusi yang terbaik dan tuntas.
(Bersambung..)
Ditulis oleh Hary Jap, Ir
President Director Indoproperty Real Estate
Author “Siapa Bilang Menjadi Marketing Executive Mudah?”
“Buy Buttons” Expert
Ketua DPD AREBI DKI Jakarta
Real Estate Marketing Online - Top 4 Online Real Estate Marketing Tips
For Real Estate professionals learning how to use SEO tactics is one of the most important ways to ensure your online marketing efforts will be as effective as possible. For real estate marketing online, the number one goal is for your real estate website to appear at the top of the search engines. When your website dominates these natural (or organic) results, you can know that your work is going to pay off big time! But keep in mind that a high ranking on google or any of the other popular search engines is only a part of the goal. You also need to be sure that people who see your listings are clicking on your website.
Your real estate search engine marketing is what will ensure that people will click on your website. With your real estate marketing, you should be considering not only search engine ranking, but also exactly what will be seen within the search engine results. It doesn’t take much work, but it is this extra attention to detail that can increase your click-through rate by more than double.
Here are the Top 4 Online Real Estate Marketing Tips to Increase Your Rankings and Website Clicks:
1. Page Title: Your page title should always be unique and incorporate the specific keyword or long-tailed keyword phrase that your website focuses on. For example: “Locate Denver Homes with this Free MLS Search”. The title has a great long-tail keyword, is short and to the point and has a great call to action inviting the user to click and search the MLS listings.
2. Snippet Text/Meta tag Summary: This is the summary that appears below your page title in the search engine. This part is optional but you can control what appears here if you wish by simply filling out the meta tag description section in your website development. When the keyword you are going for also appears in this section it will improve your visual ranking as well.
3. Domain Name: The name you choose for your website is also a key factor for your click-through rates. Choose something that is related to your area of real estate and relevant to you and your expertise, such as the particular neighborhoods or regions you deal with. This will improve your credibility with people who view your website link.
4. Page Names: The specific page names within your website should also be related to and descriptive to what each page is about. Don’t just say, “Neighborhood #1″, give the actual name of the neighborhood to be more descriptive and official. This will be helpful to both the search engines and the people viewing your site.
With Real Estate marketing online, focusing on these four areas will help to remarkably improve your search engine rankings and clicks. When you are not only focused on online marketing techniques but also the overall experience of your next client you will be sure to have an increased amount of quality traffic to your website that will enhance your real estate business!
Next, to see more of the Top Online Real Estate Marketing Tips that You can start using now to improve your website and ranking, visit http://www.make1kaday.com
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The Importance of Selecting a Real Estate Agent
Whether you are looking to buy or sell a home, or are interested in investing money in real estate, finding a professional agent is one of the most important decisions that you can make. When you find a talented, knowledgeable real estate agent, you can navigate complicated transactions with greater ease. Shopping around for property or other investment opportunities is made much easier by the aide of a good agent. Make finding one your first priority, and everything else will fall easily into place.
The first and most obvious way to go about finding a suitable real estate agent is through reputation. Ask the people who live within the area for referrals. If you know someone who has recently bought or sold property or other prime real estate, ask them about the agent that they used. Often, simply getting a referral from a trusted source is all you really need to hunt down the best agent for your needs. Also, there are often agents that will service other surrounding suburbs.
Look for referrals or find a good Real Estate Agent online -
If you are unable to get a good referral from someone you know, you should try researching the various possibilities online. Browse through local real estate websites, focusing on sites that are dedicated to properties in the area you are interested in. Try to get an idea about which agents specialize in the kinds of homes you are looking for. Try to discern what qualities are important to the agents that you research; for instance, does the agent seem to place a lot of importance on transparency and keeping their customers in the loop? Or do they seem to take a more commanding approach?
Arrange a face to face meeting with the most suitable agents. Come prepared with a list of questions about issues that matter the most to you. Always be prepared to ask a lot of questions ensuring you are using their expertise regarding a variety of topics such as investment opportunities. Quiz the agent on their local knowledge of the area. They should understand where the local shops are, the layout and dynamic of the local community and be able to recommend the best areas based on your current and future situation.
Choose a Real Estate that best suits your personality -
By sitting down face to face with a prospective agent, you can really gauge how well the dynamic between the two of you works. It is incredibly important to choose an agent who get along with well. If there is some unpleasant undercurrent between the two of you, then they are probably not a good option. You want to choose an agent with whom you are comfortable. You should agree with their overall viewpoints and philosophies, as well as the kinds of strategies they like to use.
You will know the right agent for you when you meet them. The dynamic between the two of you will be great, and they will impress you with their knowledge and expertise. Their experience and experience will allow you to feel at ease. With any luck, your real estate endeavours will be well served by the agent you select, and you will experience great success.
With professional real estate agents like Narangba Valley Real Estate, many people are considering North Lakes property and Deception Bay property when trying to break into real estate investing. These are, after all, prime locations. However, little success will be had without the help of proven real estate agents.
Article Source: http://EzineArticles.com/?expert=Eva_Judge
