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 Motivator

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MSPA

Proud Member of
Mystery Shopping
Providers Association


NSA
Proud Member of
National Speakers Association



woamtec
Proud Member of
WOAMTEC
"Women on A Mission 
to Earn Commission"
 

Where Do You Find Great Salespeople?

Melinda Brody And Company
www.melindabrody.com
407-294-7614


Where Do You Find Great Salespeople? 

 

I get asked that question about once a week. Homebuilder Sales Managers will call and ask if I know anyone that is a "closer", is motivated and wants to make a lot of money. Of course, the great ones are happy and work for my clients so I can't give their names out. But, I do have some sources for you of where to find salespeople other than running a useless ad:

1. Leasing consultants at upscale apartment communities - They know the selling process, always demonstrate the model, are continually trained and not paid a lot.

2. Happy Homeowners - What better advocate than a real customer? Like the Schick commercial, "I liked this razor so much, I bought the company."

3. Salespeople in other industries that sell to your demographics - Ever consider a top producing Lexus salesperson to sell your upscale golf course homes? Same audience, different speech.

4. Newly Licensed Realtors - They are fresh out of school with no bad habits. You can groom them to your procedures.

5. Promote Your Assistants - Train your hosts and hostesses to become salespeople. They already know the process.

Keep your antenna up! Wherever you are in a sales environment (furniture shopping, buying a car, looking at timeshares) be aware of outstanding salespeople. Who follows up? Who is professional and someone you would love to have on your team?

I was with a developer once at the Olive Garden. After a huge lunch our waitress successfully "sold" us on dessert. She used a classic "alternate choice" closing technique - "Would you prefer the delicious Ameretto cheesecake or the fabulous 3 layer chocolate cake?" She was hired for this new developer on the spot!

 

Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades.  She offers sales seminars, keynotes and video mystery shopping services for builders across North America.