Course curriculum

  1. 1

    • It's all about conversation and communication

    • Download your workbook

    • Course overview

    • Johari Window Insight: The entire Sell more, easier, faster program is based on a helpful model from the world of psychology

    • Case Study 1: Mobile phone salesman

    • Which style does salesperson #1 represent?

    • Case Study 2: Motor vehicles salesperson

    • Analyse the style of salesperson #2.

    • When is a babbler a Babbler?

    • Case Study 2: Conclusion:

    • Case Study 3: Advertising salesperson

    • Analyse the selling style of sales person #3

    • Case study 3 cont ... : Think a little deeper about how to retrain this salesperson. To what could he pay more attention? And what if it's you? Can you use these thoughts to modify your style?

    • Case study 3 cont ... : Cheat Sheet: How to ask better questions.

    • Continue to use your workbook to follow video lesson 4: Under-tile heating

    • SMEF P1L6

    • Analyse the style of salesperson #4

    • Final test for Chapter 1
  2. 2

    • Why this lesson is important for real estate professionals

    • Introduction to Chapter 2: Selling isn't telling

    • Understand the importance of NOT telling too much PLUS the power of questions.

    • What do questions do?

    • Let's make sure you've got a strong grip on why you need to ask questions. So I will ask you in detail.

    • How most of us learned how to TELL instead of how to ASK.

    • Exercise: Answer the question! No, don't! Well do, but don't.

    • Bet you didn't get past three!

    • Lesson 3. Let's take this up to another level.

    • Play the second question game

    • It all makes sense now.

    • Make sure you appreciate the value of continuing to practise these exercises.

    • Now get ready to ask questions for money

    • Prepare yourself for Chapter 3
  3. 3

    • Chapter 3 overview and introduction

    • Who is your customer?

    • What should your ideal customer/prospect be like?

    • The ideal prospect and customer

    • What shall we say about the Grundicator salesman?

    • True or False statement.

    • Who da man?

    • How qualifying a prospect properly works

    • Here are the eight qualifying questions to review
  4. 4

    • Excuse me. Do you speak Benefinglish?

    • Sell more, easier, faster. Chapter 4: What's the difference between a benefit and a feature and why does it matter?

    • You must not get this wrong

    • What motivates a prospect to become a buyer?

    • Find the benefits.

    • P.E.A.R.C.E.S. Benefit formula.

    • Revise the benefit acronym: P.E.A.R.C.E.S., without looking at your written notes.

    • Pulse-taking questions

    • Go hard at it and reap the benefits as you tell vendors, buyers, tenants and landlords the benefits
  5. 5

    • 5. Handling objections and questions

    • Questions, negative statements and outright rebuttals

    • Will she buy?

    • SMEF P5L3

    • A, B, C, & D or a, A, A & A?

    • Will she buy in the second example?

    • The great S.A.Sh.M.A.C objection handling formula

    • What does S.A.Sh.M.A.C. mean?

    • Review the formula.
  6. 6

    • Chapter 6. Everything comes together in the last chapter.

    • How and when to ask a closing question?

    • This is a must-do exercise

    • Read the buying signs

    • Buying signs quizz

    • Overcome the fear of closing by knowing four kinds of close

    • Can you remember the names of the closes?

    • Revise the introduction to closing.

    • Conclusion – and a cute little actor to end with.