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PDF, EPUB, MOBI, TXT, DOC Mastering the Art of Selling Real Estate Thirteen years ago Tom Hopkins the top real estate sales trainer in the country published b How to Master the Art of Listing and Selling Real Estate b the industry s bible which has consistently sold well despite information that has become somewhat outdated But now Hopkins gives a cutting edge revamp to his still popular classic Along with its new title readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional Full of anecdotes sales scripts and proven tactics b Mastering the Art of Selling Real Estate b will show readers how to .
Find the best listing prospects .
Win over For Sale by Owner sellers .
Earn the seller s trust .
Work an unrealistic price down to market .
Arrange the final agreement .
Anyone who s serious about real estate can take charge with b Mastering the Art of Selling Real Estate
b After he learned the world s best sales techniques Tom Hopkins applied his new skills and earned more than i one million dollars in just three years i b br br Now in this fully updated and revised edition of the million copy seller Hopkins shows how you can succeed in the profession of selling Learn br br How to create the perfect selling climate br Specific questions and tie downs br Referral and non referral prospecting br How to sell the most important people you know br Effective phone techniques br How to finesse the first meeting br How to handle objections and what to do when you hear the word no br How to test different closes and master sixteen powerful closes br How to plan for greatest selling impact br And he shows you how his great selling techniques can be yours br br
Selling is really about people skills to be successful in sales you must be able to cooperate have good listening skills and be willing to put others needs before your own With selling skills in your arsenal you ll be happier in a lot of areas of your life not just in your career although that will certainly benefit too But this guide is not only for traditional salespeople who want career enhancement It s for all people because everybody can use selling skills to change or improve their lives This book is for you if br br br You re beginning a sales career or just looking to brush up your skills You re unemployed and want a job or you re employed and want a promotion You re a teen wanting to impress adults or an adult wanting to succeed at negotiation You re a teacher searching for better ways to get through to your students or a parent wanting to communicate more effectively with your children You ve got an idea that can help others or you want to improve your personal relationships i Selling For Dummies i is divided into sections so you can easily turn to the part that interests you most You ll find out how to br br br Define what sales is and what it isn t Prepare for a sale everything from knowing your clients to knowing your products to set you apart from average persuaders and help you hear more i yeses i in your life Say the right words and avoid the wrong ones in each stage of the selling process Separate yourself from the average salesperson by staying in touch with your clients Cope with rejection a natural part of life no matter how skilled you become Whether you re starting out in sales or have been at it since the beginning of time this guide offers great information to keep you upbeat and moving forward allowing you to treat selling with the same joy as you treat your hobbies and pastimes
This collection includes three of Tom Hopkins most successful audio books br br em Mastering the Art of Selling em is a classic whether you re a seasoned pro or just starting out Mastering the Art of Selling s five essential steps to selling are guaranteed to give you the edge you need to excel br br em The Academy of Master Closing em covers the most crucial aspect of selling closing the sale This power packed audio gives you the same secret closing techniques that Tom Hopkins teaches in his overwhelmingly successful seminars br br em Advanced Sales Survival Training em shows how to relieve stress communicate better with your clients restore balance to your career and enjoy yourself as you are on your way to increasing your overall effectiveness and your profits
Thirteen years ago Tom Hopkins the top real estate sales trainer in the country published b How to Master the Art of Listing and Selling Real Estate b the industry s bible which has consistently sold well despite information that has become somewhat outdated But now Hopkins gives a cutting edge revamp to his still popular classic Along with its new title readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional Full of anecdotes sales scripts and proven tactics b Mastering the Art of Selling Real Estate b will show readers how to br br br Find the best listing prospects br br br Win over For Sale by Owner sellers br br br Earn the seller s trust br br br Work an unrealistic price down to market br br br Arrange the final agreement br br br Anyone who s serious about real estate can take charge with b Mastering the Art of Selling Real Estate b
An inspiring presentation of positive steps for a happier more productive life including breaking the vicious cycle of failure and defeat expecting success and achieving it balancing personal and professional success and more
Tough Times can be brought on by any number of factors a down economy Mother Nature shifts in customers needs national tragedy the list goes on and on These types of changes can be extremely disruptive even paralyzing when we re not prepared for them While many see no other option than to sit tight and ride things out when crisis strikes true career professionals in selling understand that the only way to deal with adversity is to meet it head on That s why a positive attitude and a proactive approach to problem solving are two of the most essential ingredients for success in selling and why those who embrace them not only to survive but thrive even in the most difficult of circumstances Now in his latest book SELLING IN TOUGH TIMES world renowned selling expert Tom Hopkins puts his real world in the trenches experience to work and shares his plan to reverse the momentum of tough times and even capitalize on them With exercises to help you discover previously overlooked opportunities and eliminate waste along with out of the box methods for recruiting new customers and key tips on how to solidify your existing business Hopkins gives you powerful ways to spur sales now and for years to come Learn how to br br Mine your client list to generate new leads br Keep and reward your current customers so that they re loyal for life br Reduce the sales resistance that plagues tough times with tactics that overcome consumers fears br Woo clients from your competition with new strategies specially tailored for tough times br Cycles will come and go but the principles of great selling and those who live by them stand firm Find out how you can achieve your maximum selling potential whatever the business climate in SELLING IN TOUGH TIMES today br
This is a complete and practical guide which highlights the authors new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity Hopkins and Katt explain that most sales reps take a traditional linear approach to selling but that the trick in closing is in taking a more creative and circular approach That s the key br br It all starts with how the buyer initially says No Too many sales reps don t pay close attention as to how that s presented Hopkins and Katt point out that no may suggest all sorts of other options avenues that can eventually lead to the buyer actually saying yes br br The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process Along the way WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer seller relationships br br There s particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close
Tom Hopkins dedicated himself to improving the image of salespeople the world over nearly years ago when he founded Tom Hopkins International He constantly studies trends in business and talks with sales professionals the world over learning from them and teaching them at the same time The majority of today s successful salespeople have learned that a low profile approach to presenting their product or service to customers works exceptionally well Tom defines this approach as acting like a lamb while selling like a lion
Without the close there is no sale Pretty obvious right Yet for many salespeople closing is the most baffling and elusive part of the selling process All too often salespeople meet qualified clients and charm them with an eloquent presentation only to see the sale mysteriously slip from between their fingers in the end Which is sad when you consider all the hard work the prospecting preparation planning and practice done for the sake of a moment of truth that never arrives Fortunately closing is an art that can be mastered and now Sales Closing For Dummies shows you how Packed with powerful principles that can help you become a top producing salesperson Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation Tom Hopkins the legendary sales genius who by age was the nation s leading real estate trainer demystifies closing and shows what it takes to be a champion closer including how to Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that close sales time and again Help clients feel good about their buying decisions Keep your clients business and build their loyalty Build long term relationships and watch your sales grow br br With the help of dozens of real life examples from a wide cross section of industries Tom shows why professional selling is about communication not coercion And he shares his considerable insight and experience on Verbal and visual buying cues and how to recognize them Choosing the best location for closing Addressing concerns and creating a sense of urgency Time tested tactics and strategies for ending customer procrastination overcoming their fear closing from a distance and more The ten biggest closing mistakes and how to avoid them Add on selling and other ways of getting your clients to help you to build your business br br Featuring Tom s Hopkins trademark Red Flag key points and situation scripts this fun easy to understand guide arms you with the hands on tools and techniques you ll need to become a world class closer
If you are a salesperson you will find yourself in this book Treat it like your road map to success and you will be a professional salesperson br Willis Turner CSE President Sales and Marketing Executives International Inc br br This action oriented book covers the best practices of top sales performers in all critical areas The lessons are easy to learn and they will help you forge more rewarding customer relationships a higher income and a richer career satisfaction A must read for any salesperson who wants to improve and reach the next level of success br Gerhard Gschwandtner founder and Publisher Selling Power magazine br br As a professor teaching MBA students for twenty years I encourage everyone in management to make this required reading for their sales teams br Dr Michael Russell Chairman of the Marketing Dept St Bonaventure University br br Each page is full of ideas for instant sales and commissions br Anthony Parinello author of Secrets of VITO Think and Sell Like a CEO