Paul Roesch Articles

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Increase Sales - Six Steps to Improve Selling Listening Skills

With practice and conscious resolve, a salesperson can acquire the mental agility to become a better listener by mastering these six "mental listening exercises": Vince Lombardi once said, "It's not practice makes perfect, its PERFECT practice makes perfect. The buyer will tell you what they want to buy, but you have to listen very carefully to find out.

Clues to Increase Sales -- Listen to the Buyer

Prospects hold the key as to why they'll buy, and you will learn this only if they're talking and you are listening. Buyers will tell how to sell them. The trouble is that sales people are always talking and selling and not listening effectively. How then can the salesperson know what the buyer wants. While prospects want to know about features and advantages, they usually buy benefits.

How do Seniors Sell their Homes today? At a Real Estate Auction

Facing what is perhaps the worst housing market since the Great Depression, most seniors will find it almost impossible to find buyers for their outdated homes. And, with the current glut of unsold houses in many markets, even reducing the asking price may not solve the problem. So relying on traditional real estate sales methods to sell their existing homes has in many instances failed to produce results. An often overlooked real estate sales strategy called “accelerated marketing” is gaining wide popularity with outstanding results. Accelerated marketing is a real estate auction strategy and makes the most sense in many situations facing seniors today. The home is sold “As Is, Where Is”. The Seller retains control of the transaction. Buyers like the auction method because they are buying at “true market value”.

Franchise Sales Success Improves by Using a Franchise Proposal

Franchise prospects don’t buy a franchise they buy the benefits of the franchise. The key questions all franchise prospects want answers to are “Who you are, what you do, what makes you different and why consumers do business with you.” A well-crafted franchise sales proposal will clearly articulate these answers.

Making Sales using Features vs. Benefits Skill, Risk Reduction Technique and Action

Buyer's are looking for safety and not necessarily a cheaper price. Play to that, work on your sales education and techniques and be aggressive. You will meet with sales success!

Win Franchise Sales and at Franchise Development in a Tough Economy

Winning franchise sales and at franchise development in a tough economy boils down to (3) three things that need to be looked at immediately and require strategic planning.

Franchise Sales are Predictable with a well defined Franchise Sales Process

Franchise sales are predictable with a well defined franchise sales process. Franchising companies should have a well defined franchise sales process in place but it is doubtful that many do. Franchisors typically rely on sales pipelines and sales funnels rather than examining the due diligence process of prospects and the interaction with the franchiser. This makes forecasting franchise resources difficult and sales results difficult to manage.

Buying a Franchise | A Small Business Start Up Franchising Primer Guide for Franchise Development Beginners

There are key components involved with buying a franchise and starting a business. The journey begins with a mind set that you will not be buying anything but rather investing in yourself with a concept to help achieve your goals. Investing in your future requires planning and honesty. Begin to think ownership thoughts as soon as possible and act accordingly. Design Build your idea with the end in sight.

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About the Author: Paul Roesch

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I am an entrepreneur and always eager to learn about and flush out ideas about new concepts and opportunities. My career has enjoyed the advantages and independence of American small business ownership generally focused in sale of intangible services. Self-employment ownership has included a commercial independent insurance agency and the franchise business model. Corporate world experience has included positions in franchising concepts like mature giants Realogy’s Century 21, Prudential Real Estate Affiliates to start up and emerging franchise systems like Case Handyman and City Publications. Franchise Sales and Development experience includes working directly with franchise prospects and franchisees completing new, conversion, resale, merger & acquisition growth and expansion as well as system and unit expansion through Area Development. Franchise Operations knowledge includes project management and operational functions leading the successful technology logic overhaul, delivery and training for Franchisor and franchisees including email migration, client relationship management (CRM) system, franchisee individual website development, optimization and conversion.
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More from Paul Roesch
Franchise Sales Success Improves by Using a Franchise Proposal
Clues to Increase Sales Listen to the Buyer
Increase Sales Six Steps to Improve Selling Listening Skills
How do Seniors Sell their Homes today At a Real Estate Auction
Making Sales using Features vs Benefits Skill Risk Reduction Technique and Action

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