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Becoming a Top Producer

Becoming a Top Producer. Ron Marks ron@ronmarks.biz. To share and learn what the top performing salespeople are doing to close more business and maintain market share in today ’ s sales environment. SESSION OUTCOMES. In order to achieve success….

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Becoming a Top Producer

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  1. Becoming a Top Producer Ron Marks ron@ronmarks.biz

  2. To share and learn what the top performing salespeople are doing to close more business and maintain market share in today’s sales environment. SESSION OUTCOMES

  3. In order to achieve success… …we must create and maintain a positive attitude. …we must constantly work on improving our knowledge and skills. …we must raise our level of commitment

  4. The steps to competency: • Unconsciously Incompetent • Consciously Incompetent • Consciously Competent • Unconsciously Competent

  5. Think about a successful sale or a new client you were able to obtain. What elements were present that made it successful?

  6. A SUCCESSFUL SELLING MODEL… • Generating the prospect sources • Referrals and Non Referral • The original contact and first impression • Determining the needs of the customer • Presenting the value in your Estate Sale service • Asking for the commitment • Resolving obstacles and objections and negotiating the terms • Service and follow through and getting referrals.

  7. Sources for New Business • Check out the news…paper or digital • Orphan Adoption • Technological Advancement • The “itch” cycle • Join a networking group in your area • Develop your own “personal area network”

  8. How to get more referrals… • Know who you are looking for… • Ask until… • Isolate faces… • Have them help you connect you… • Thank them…

  9. You may have to “kiss” a lot of frogs...

  10. Before you get a “Prince.”

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