Triangle SMC - 5 Attributes of a FANatical Salesperson

Find Your Fan Factor5 Attributes of a FANatical Salesperson

1. RELEVANT

Selling has not changed

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

Buyers have changed


#ConnectGrowShine

90% Used Internet to Search For New

Homes

2013 Digital House Hunt

72% Began Research with a Google Search

SalesForLife.com, Sept 2014

70% of consumers actively engaged in social media have made a purchase as a result of being

connected online.

Business Wire, Nov. 2012

80 - 90% of buyer’s decisions are influenced by online reviews

SalesForLife.com, Sept. 2014

“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human


#ConnectGrowShine

R.I.P. Sales Funnel

#FANaticalSelling @MeredithCSP

Hello Buyer’s Journey

The Buyer’s Journey: The research and decision making

process buyer’s use to make a decision.


#ConnectGrowShine

Your Job: Meet Them On Their Journey


11 Searches Prior to Taking Action

24% Take Action Same Day

2013 Digital House Hunt

40% Take Action 120 Days

Engage Later in the Journey

Informed

Empowered

Invested

Expectations

2. INSIGHTFUL

Context: Explains WHY content matters

Content Without Context Doesn’t Add Value

3. CURIOUS

The Fan’s Journey


How do you know what phase of the journey they are in?

By the questions they ask you!


#ConnectGrowShine

What size and type of homes are in this

community?

What energy features do you

have?

Do you have any homesite left that you can build the

model on?


#ConnectGrowShine

Purpose of Conversation

What’s the mission today?


#ConnectGrowShine

What Information is Known? What do you know about our

community so far?


#ConnectGrowShine

4. AUTHENTIC

“ T h e p r o b l e m w i t h q u o t e s o n t h e I n t e r n e t i s

t h e y a r e h a r d t o v e r i f y. ”

~ A b r a h a m L i n c o l n

Authenticity Is Big Business

Dove Campaign for Real Beauty

Competence is Not Enough

Credibility Matters More

Authenticity Must Be Win-Win


#ConnectGrowShine

Trust Breaker #1 Make It About You

✓ Take Over ✓ One Up ✓ Over Correct

Make It About You

Trust Breaker #2 Don’t Explain the Process

Don’t Explain the Process✓ Notes ✓ Questions ✓ Next Steps

Trust Breaker #3 Fail to Ask For Feedback

How Are We Doing So Far?

GetTalk.at/TSMC

FREE Book, Slides & Extra Goodies

Introducing Builder Blab

BuilderBlab.com

5. SUPER FANS

#SUPERFAN

IT’S NOT ABOUT YOU✓ Stop Talking

✓ Start Listening✓ Know Your Fans

Remember Your Why

Remember Their Why

Beautiful Life

What’s Your #FANFACTOR?

GetTalk.at/TSMC

Triangle SMC - 5 Attributes of a FANatical Salesperson

Business

Transcript of Triangle SMC - 5 Attributes of a FANatical Salesperson