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Linda Schneider Articles

Guest post by: Linda Schneider

Use Openhanded Selling to Overcome Tough Real Estate Objections - Click To Read Article
A Realtor client called me to bounce some ideas off me. Her buyer was balking at putting in an offer...In her circumstances what would you do?

Which Real Estate Prospecting Platform Is Right for You? - Click To Read Article
A Prospecting Platform is a solid foundation from which to launch your efforts for the next ten years. The reason it's important is that most agents don't have a platform. Instead they work as fast as humanly possible to get "NOW" business. Here's the difference...

Do You Ever Wonder If You Are Cut Out to Be a Real Estate Agent? - Click To Read Article
Do you ever wonder if you made a mistake by getting into real estate? Let's see how you answer these questions...

3 Sneaky Reasons that Sales Appointments End in "No Sale" - Click To Read Article
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. I’ve probably heard around 30 MLM “opportunity” conversations in the past couple of years. I’m struck by how often these conversations sound similar. Not the opportunity itself, but the way the reps present the opportunity...

What "Better Questioning and Listening Skills" Do Sales Reps Really Need? - Click To Read Article
I was having a chat with a business partner the other day about how sales managers often complain that their sales reps don’t LISTEN and ASK QUESTIONS very well. They present, handle objections, and close, but fail to engage and motivate. So in the end, they lose the sale.

How to Overcome Objections When You Don't Have All the Answers - Click To Read Article
I attended a training today on "How to Handle Objections" by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone's account, he is an outstanding salesperson, able to smoothly handle objections and further the sale...

How Does Someone Actually Do Consultative Selling? - Click To Read Article
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier. Saying someone is a consultative salesperson is like saying he's in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But it doesn't tell you HOW TO DO it.

How to Use High-Influence Sales Questions - Click To Read Article
The Best Questions are High-Influence. While there are many kinds of questions you can ask when selling, the kind that's most powerful is the least used -- and also the least understood.

New Real Estate Agents - How to Make Your Listing Presentation Different From Everyone Else's - Click To Read Article
When I started in real estate, one of the first things I was taught was to create a listing package. Into this package went all of the bells and whistles I could find to persuade a seller to hire me. Here's why that didn't work and what to do instead...

New Real Estate Agent Advice - Does the Consumer Really Need a Realtor? - Click To Read Article
It can be hard hearing negative things about your profession after you've spent a lot of time and money educating yourself so you can represent your client diligently, or you've negotiated a contract into the wee hours, or worked the weekends instead of playing with the kids. (Hear the little violin?) But all that doesn't matter to the consumer. The consumer, well, consumes. Realtors are often in the position of trying not to get consumed while still making a buck.

Do You Need Sales Skills to Be Effective at Real Estate Prospecting? - Click To Read Article
The simple answer is Yes. That's because "effective prospecting" means converting leads, not collecting them. And converting leads requires sales skills. But here's something to give you hope: The traditional ways you've been taught to convert leads may actually create resistance, making it harder for you to convert leads.

How Do I Know Which Sales Questions to Ask? - Click To Read Article
Many sales organizations will prepare lists of questions and hand them out to salespeople. You can even download lists of questions from many websites. The problem with that approach is that you still don't know what to ask when. It would be much better for you to prepare your own guidepost sales questions to fit your typical sales situations. Guidepost questions move the sales conversation the direction you want it to go. And it's always better to use a question to direct a conversation than an explanation.

How to Put Consulting into Consultative Selling - Click To Read Article
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.

What Causes Sales Prospecting Reluctance (and What to Do About It) - Click To Read Article
The right to succeed or fail is available to all of us equally... from the most to the least educated... from the best looking to the ugliest... from the most introverted to the most extroverted. And our business success or failure hinges on just ONE thing... our willingness to look for people to buy from us. All the rest of our business activities are window dressing.

Peaceful Objection Handling Tips - Click To Read Article
When you take objections head-on, trying to convince your prospect, make counter-arguments, explain how they're mistaken, justify, or insist, you create more resistance. Here's one way to handle the objection without resistance.





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