Browse Archives by Keyword
Keyword: Marketing and Sales
Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.
Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.
In Own Your Day, author and sales coach Keith Rosen examines how sales leaders can put a dent in the stress and exhaustion. Rosen outlines strategies on how to refocus, minimize distractions, properly manage the precious little time we all have and create an ideal life.
Oftentimes, life provides us with challenges, some of which require life-altering decisions just to get back on track and start living life again. A number of circumstances could occur, and there may not be a clear-cut answer to solve these problems. One possible method for recovery is through what best-selling author, Fawn Germer, calls a reset in her newest book.
People develop attitudes and opinions toward many different things, but we know that not all attitudes guide our behaviors.
For real estate professionals, success is measured by performance – how many homes you sell or how many customers you reach. One thing, however, is certain – the real estate industry is complex and requires strong motivation to remain successful.
For real estate professionals, success is measured by performance – how many homes you sell or how many customers you reach. One thing, however, is certain – the real estate industry is complex and requires strong motivation to remain successful.
One of the most important issues associated with building a high-powered real-estate organization is hiring the right people. According to the 2012 Economic Census there were just over 86,000 offices of real estate agents or brokers in the United States. How can your agency rise to the top of this crowded field?
Common wisdom and psychological research alike advise that it is critically important to make a good first impression: the human mind is adept at drawing inferences about others from even the slimmest amount of information about their actions or appearance, and these impressions can impact decision-making.
One thing is certain about the business world of tomorrow: it is changing and the change is happening at a faster rate. When you hear the word change, what emotions come to your mind? If excitement is first on your mind, then you are positioned to handle the business world. If fear or reluctance are your dominant emotions, then this article will help you to prepare for change in the real estate industry.
Common wisdom and psychological research alike advise that it is critically important to make a good first impression: the human mind is adept at drawing inferences about others from even the slimmest amount of information about their actions or appearance, and these impressions can impact decision-making.
There's no doubt that trust impacts an organization's reputation and culture. Building and growing trust in the workplace can lead to great success for an organization, rooted in employee satisfaction and genuine, authentic interactions among supervisors, employees, and customers.
Standing out from the competition by initially capturing the attention and the imagination of the buyer can oftentimes decide the fate of a sales call. Sometimes referred to as the attention getter or the opener, the theme offered at the beginning of a sales call is vitally important.
People develop attitudes and opinions toward many different things, but we know that not all attitudes guide our behaviors.
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
The old adage tells us that the customer is always right, but does the customer always feel in control?
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome.
It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
To be a master storyteller, a real estate professional must master the customer conversation. In the book "The Three Value Conversations," authors Peterson, Riesterer, Smith, & Geoffrion focus on how to master the customer conversation.
To be a master storyteller, a real estate professional must master the customer conversation. In the book "The Three Value Conversations," authors Peterson, Riesterer, Smith, & Geoffrion focus on how to master the customer conversation.
A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome.
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself.
The old adage tells us that the customer is always right, but does the customer always feel in control?
It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
The old adage tells us that the customer is always right, but does the customer always feel in control?
If I were to propose a trade to you, the two statements “My X for your Y” and “Your Y for my X” may appear to be completely equal. However, in a real world negotiation, those two proposals are perceived differently.
Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
For most people, sales agility is a new term. Top sellers are agile learners who know what it takes to dive into a new situation and figure it out quickly...
For real estate professionals, the word value comes up in professional conversations everyday. However, value can oftentimes be very narrowly defined from the firm’s perspective, prompting the agent to miss opportunities to connect the broad definition of value to the real estate purchase experience...
Complexity threatens organizational competitiveness. Nearly 70% of executives attribute rising costs to excessive complexity, and many firms are aggressively combating complexity...
For real estate professionals, the word value comes up in professional conversations everyday. However, value can oftentimes be very narrowly defined from the firm’s perspective, prompting the agent to miss opportunities to connect the broad definition of value to the real estate purchase experience...
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
Decision-making and loss as a result of decision-making may afflict every individual, industry, and profession. However, decision-making and loss are not the most pleasurable experiences. In fact, decisions are often described as painful...
For most people, sales agility is a new term. Top sellers are agile learners who know what it takes to dive into a new situation and figure it out quickly...
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
The concept of developing value for a buyer in order to gain a purchase decision should not be thought of as a static event or a single step in the selling endeavor, but rather a critical and dynamic factor or process...
Michael L. Mallin, PhD Sales managers have a vested interest in hiring, developing, and retaining sales professionals who have a propensity to be proactive since research shows proactive behaviors among salespeople as a key factor in generating higher levels of sales performance.
Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.
We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client.
Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.
Sellers want to find a good home for their most cherished possessions and may be willing to sacrifice personal profit to ensure that this objective is met. Their willingness to accept an offer can depend on whether they agree or disagree with how the buyer plans to use the product.
We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client.
Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.
Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.
Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.
