Como diferenciar entre un comprador y un curioso.

Todos hemos experimentado esta situación alguna vez en nuestras carreras: un prospecto que nos pide información y aunque le demos seguimiento no compra. Es una situación frustrarte que nos roba tiempo y enfoque en la venta, ya que, en lugar de dedicarle tiempo a los verdaderos compradores, lo desperdiciamos en alguien que simple y sencillamente es un curioso.

Pero ¿cómo sabemos si en realidad esta persona va a comprar o no? La respuesta es simple, para que un comprador sea comprador, debe pasar tres filtros.

Motivado a curiosear
Motivación

 

 El 1er. filtro se llama “motivación”, que por lo regular la confundimos con curiosidad. El hecho de que el prospecto haya llamado o nos haya contactado y pedido información no quiere decir que desee comprar.  Para descubrir su estado de motivación, diles que será un placer hacer una cita y explicarles todos los detalles, si te dicen que SI, entonces pasaron el filtro; si su respuesta es NO, entonces reprobaron.

Calendario de eventos de Oscar Marquez
Tiempo

El 2o. filtro, se llama tiempo.  Si tu prospecto no tiene necesidad inmediata (dependiendo de tu ciclo de cierre) entonces solo están probando las aguas. Averigua cuáles son sus tiempos y así podrás determinar cuánto y cómo les darás seguimiento.

Bolsa de dinero

El 3er. filtro se llama capacidad de compra.  Quizá tu prospecto tenga la motivación, tenga urgencia de comprar, pero si no tiene como comprar, estas desperdiciando tu tiempo.  Muchas veces nos enfocamos en prospectos que parecen prometedores pero que no se deciden y nos hacen dar muchas vueltas, pero nunca nos dicen que no tienen la forma de pago.

Y estas son los 3 requerimientos de un comprador; si tu prospecto no tiene las 3, entonces en este momento es un curioso.

¿Que hacer? Dales seguimiento, de esa manera cuando las cosas cambien estarás listo para cerrar la venta.

Hasta la próxima.

Oscar Márquez
PS.  Si deseas aumentar tus ventas de una manera inmediata y eficaz, has click en el enlace www.OscarMarquez.com.

 

Neuroventas o técnicas de ventas.   ¿Que es mas efectivo?

¿Que tal una mezcla de ambas?

Hasta hace unos años las técnicas de ventas era lo que mas utilizábamos para cerrar mas ventas, sin embargo estudios han demostrado que el 85% de las decisiones de compra son tomadas por el subconsciente; lo cual ratifica el porque las técnicas de venta solo funcionaban algunas veces.

¿Cual es la diferencia? Este cuadro te dará mejor información:

Ventas VS Neuroventas

 

Cierre de ventas

La razón por la cual usar una mezcla de ambas es imprescindible, es porque con las técnicas sabes que decir o hacer y con neuroventas sabes porque lo haces o dices.  En resumen, ahora sabes que decir y porque lo dices.

 

Así es que si deseas aumentar tus ventas, descubre el poder de las neuroventas y utiliza las técnicas que te han funcionado y veras tus cierres detonar.

Hasta la próxima.

Oscar Márquez
Conferencista y capacitador especializado en motivación y ventas

PS. Si deseas convertirte en un Vendedor Imparable, te invito a que descubras mas acerca del único taller que combina técnicas de venta con neuroventas (Neuro-Técnicas)

Haz click en la imagen para descubrir mas acerca de este gran taller

Imparables GDL-CDMX-MTY

Como Caminar Sobre el Agua

Una de las historias más conocidas de la biblia es la que habla de Jesús caminando sobre las aguas (Mateo 14:22-33).

Dice que Jesús bajo del monte después de orar buena parte de la noche y empezó a caminar sobre el mar rumbo a la barca en la que lo esperaban sus discípulos, al mismo tiempo que una tormenta los castigaba duramente. Al verlo venir, los discípulos se asustaron y pensaron que era un fantasma, a lo cual Jesús les respondió que era él y que no temieran.

De los 12 apóstoles, solo Pedro pidió que lo hiciera caminar sobre el agua también, a lo cual Jesús respondió “ven”.  Pedro salió de la barca y el también comenzó a caminar sobre el mar; sin embargo, el miedo a la fuerza de las olas que atacaban hizo que Pedro dudara y se hundiera.  Pedro entonces le pidió ayuda a Jesús y este al momento que le extendía la mano le dijo “hombre de poca fe ¿porque dudaste?”

Todos en algún momento hemos deseado caminar sobre las aguas, me refiero a querer hacer algo, alcanzar esos sueños a hacerlos realidad.  Una limitante es que quizá no estemos preparados o capacitados para alcanzarlos, algunos buscamos la forma de aprender eso que nos hace falta ya sea en cursos de capacitación o por experiencia propia; otros más decidimos quedarnos en la barca viendo pasar la vida, deseando eso que anhelamos.

Estos sueños, estos deseos los tenemos porque estamos capacitados para alcanzarlos, Dios no hubiera puesto este deseo en nosotros si no nos hubiera también dado la capacidad de hacerlos realidad; sin embargo, lo primero que tenemos que hacer es bajarnos de la barca y eso es lo más difícil.

La barca nos da un falso sentimiento de seguridad y aunque estemos siendo atacados por la tormenta, preferimos quedarnos por miedo de aventurarnos en las aguas y perecer.  Mas no vemos que el quedarnos en la barca también significa perecer de una manera más lenta y dolorosa, inclusive cuando la barca se ve más segura y firme; al final nos damos cuenta de que no llegamos a ser todo lo que pudimos haber sido, el dolor que causa el desear algo mejor, saber que existe, pero el dudar de nuestras capacidades y dones hacen que la barca se vuelva nuestra prisión y nuestro miedo el carcelero que no impide salir.

Como mencionaba unos párrafos arriba, Dios nos dio estos sueños y la capacidad para alcanzarlos, lo único que tenemos que hacer es empezar por descubrir lo que queremos y buscar la forma de aprender lo que nos hace falta, te sorprenderás de que una vez que hayas bajado de la barca veras que todo lo que te hace falta aprender está a tu alrededor.

Así que, si quieres caminar sobre las aguas, primero tienes que bajarte de la barca.

Espero tener el placer de conocerte en alguno de mis eventos en línea o presenciales, para ver mi calendario de eventos, haz click en este enlace.

Bendiciones.

Oscar Márquez.

How Succeed Against a Were(buyer)wolf.

 Were(buyer)wolves are very common in today’s market, the purpose of this note is to help you identify them and avoid becoming another casualty.

The Full Moon. Used to be that were(buyer)wolves came out during full moon only, however and due to unknown reasons, todays were(buyer)wolves can come out any night or day and pose as interested buyers.

Their Howling. This was how were(buyer)wolves used to announce their presence. However, today’s werewolves have evolved; they now call, text or email unsuspecting agents asking for information on properties.

Their Attack. Their attacks can be deadly, it is common knowledge that were(buyer)wolves will continue working on their prey until the prey quits out of frustration. It also has been widely documented in logs worldwide the stories of agents who worked with were(buyer)wolves, showed them dozens of properties, or assisting them in making and presenting numerous offers only to never hear from them again after their offer was accepted. Another usual practice is for the were(buyer)wolf to make a ridiculously low offer and then blamed the agent when their offer wasn’t accepted.

Protect yourself. According to legend, one of the most effective weapons against a were(buyer)wolf attack are silver bullets, fortunately real estate practitioners were given these silver bullets during the licensing period. The bullets are: a were(buyers)wolf must be “Ready, Willing and Able” before making an offer. Translated to today’s modern lingo: A were(buyer)wolf must READY to purchase and close within a reasonable amount of time , must be WILLING to buy a home and not be looking for an opportunity only and it must be ABLE to purchase by either being pre-approved for a mortgage or showing proof of liquid assets.

I hope this note gave you the insight and prepare you against were(buyer)wolves.

Have a great day.

Oscar Marquez

Want to Become a Better Salesperson in 2011?

A very common new year’s resolution is to become a better salesperson, in order to accomplish this goal, we must realize that continuous learning is a crucial component of the resolution. Unfortunately most salespeople decide they don’t have time for learning or that they can’t afford to improve themselves and that is the easiest and fastest way to failure.

If you are truly committed to your improvement, here are seven principles of learning.

1. Organize for effort. What is the skill that you need the most? Prospecting? Presenting? Negotiating? Closing? All of them? Then take one and learn as much as you can about it.
2. Establish Clear Expectations. How will you measure your advancement?
3. Create the Thinking Curriculum. What do you need to learn or improve first? Second? Third?
4. Commit to Academic Rigor. Schedule time daily to better yourself.
5. Students Produce their own Learning. The best way to learn is by practicing with real clients, don’t wait until you master the skill, practice, practice and practice.
6. Arrange for Accountability. Be accountable to someone, remember when you make a commitment, there is room for failure.
7. Commit to Continuous Improvement. We never stop learning, there is always room for improvement.

Have a fantastic 2011.

Boost your Sales! Sell Like a Zombie.

I posted this on my blog last year and good good reviews, so I’ve decided to post it again.

I am a fan of Zombie movies; so to celebrate Halloween I decided to share with some zombie techniques I’ve learned that I know will help you increase your business.

1. Be Adaptable. Zombies have a way of making the best out of every situation. They can be thrown in the middle of the ocean or the desert and somehow they manage to get back to where they know they can find food. They don’t sit down and complain to other zombies about how the environment has changed, they don’t see the negative, they just keep going. If you have been complaining about how little money you are making compared to a few years ago, it’s time to move on.

2. Just Do It. Many zombies come back to life just minutes after they’ve died; still completely outfitted and with all their limbs in place; others are missing parts and pieces, but one thing they all have in common they are fearless. They don’t care that they don’t have all their parts; they are focused on one thing “finding food”. Many sales people are reluctant to go out and find selling or buying prospects, because they don’t know “everything” about real estate, take this zombie lesson and just start talking to people, you’ll be surprised of you can accomplish.

3. Be Fearless. Many times zombies are outnumbered by powerful armies; other times their next victim is bigger, faster and stronger than they are. But I have never seen a zombie stopping to analyze their odds of winning the fight or getting their victim; they know they have a lot to win and little to lose (hey they’re already dead). They continue to charge and very often they win. Don’t get stopped by the “principals only” or the “no Realtors” remarks, go after every FSBOs and expired you can find; you have a lot to win and very little to lose.

4. Take it Easy. Have you ever seen a zombie with high blood pressure or nervous? No, they are cool and collected; no matter what circumstances they just go after what they know they need, food. Many salespeople stop working or concentrating on new business as soon as things get a little stressful. Slow down, take it easy, don’t allow your business to control your emotions and stop you from growing; remember even if you are going through a very difficult situation you still need to produce and this will get you out of the hole.

5. Stick to Your Zombie Guns. Remember one thing “It makes no sense to negotiate with zombies”. The next time a seller wants to make their house un-sellable, don’t give in, stick to your guns; it’s the best way to get their house sold.

I hope you enjoy these zombie techniques but most importantly that you implement at least one. Have a great and safe Halloween.

Boost your Sales! Sell Like a Zombie.

I posted this on my blog last halloween and got pretty good reviews, so I’ve decided to post it again.

I am a fan of Zombie movies; so to celebrate Halloween I decided to share with some zombie techniques I’ve learned that I know will help you increase your business.

1. Be Adaptable. Zombies have a way of making the best out of every situation. They can be thrown in the middle of the ocean or the desert and somehow they manage to get back to where they know they can find food. They don’t sit down and complain to other zombies about how the environment has changed, they don’t see the negative, they just keep going. If you have been complaining about how little money you are making compared to a few years ago, it’s time to move on.

2. Just Do It. Many zombies come back to life just minutes after they’ve died; still completely outfitted and with all their limbs in place; others are missing parts and pieces, but one thing they all have in common they are fearless. They don’t care that they don’t have all their parts; they are focused on one thing “finding food”. Many sales people are reluctant to go out and find selling or buying prospects, because they don’t know “everything” about real estate, take this zombie lesson and just start talking to people, you’ll be surprised of you can accomplish.

3. Be Fearless. Many times zombies are outnumbered by powerful armies; other times their next victim is bigger, faster and stronger than they are. But I have never seen a zombie stopping to analyze their odds of winning the fight or getting their victim; they know they have a lot to win and little to lose (hey they’re already dead). They continue to charge and very often they win. Don’t get stopped by the “principals only” or the “no Realtors” remarks, go after every FSBOs and expired you can find; you have a lot to win and very little to lose.

4. Take it Easy. Have you ever seen a zombie with high blood pressure or nervous? No, they are cool and collected; no matter what circumstances they just go after what they know they need, food. Many salespeople stop working or concentrating on new business as soon as things get a little stressful. Slow down, take it easy, don’t allow your business to control your emotions and stop you from growing; remember even if you are going through a very difficult situation you still need to produce and this will get you out of the hole.

5. Stick to Your Zombie Guns. Remember one thing “It makes no sense to negotiate with zombies”. The next time a seller wants to make their house un-sellable, don’t give in, stick to your guns; it’s the best way to get their house sold.

I hope you enjoy these zombie techniques but most importantly that you implement at least one. Have a great and safe Halloween.

The Secret of a Successful Salesperson.

What is the secret of a successful salesperson? Many people say the knowledge of their product, some say that the way in which he or she speaks, others say you must be born a salesperson.

However, after having trained thousands of sales professionals, in my opinion the secret of a salesperson is repetition.

The person, who has become a true master of the sale, is the person who has memorized their presentation and can recite it with eyes closed and even while sleeping.

This is the only way by which a professional salesperson can deliver a presentation that people buy every time. There are people who want to change their sales presentation for fear of sounding repetitive, however they run the risk of doing a sloppy job and not getting the sale.

So if there is one advice I can give is this. Practice, practice and practice your presentation until it becomes an extension of you.

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