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.


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.

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.

Is Sales Training Important for Your Company?

Without sales there is no revenue, no profit and even the best marketing program in the world will not prevent you from failing; therefore sales are the single most important part of any business. Granted, all aspects of business are important, but without sales you have no business. So unless you want to go out of business, you need to have a very well trained sales staff. Sales training programs where your agents learn, internalize and practice with real customers while in class is one of the best ways to make sure that your sales staff masters the techniques and methods that will increase sales.
There are many ways to get your sales force trained and depending on the size of your staff you may want to consider hiring a sales trainer exclusively for your company; I am not referring to hiring a full time an in-house trainer, I am talking about bringing a sales trainer exclusively to train your agents. And against all beliefs hiring a sales trainer it is not that expensive, especially compared to the additional revenue your sales staff will bring.

Every business operates differently and sells a different product or service. However, the sales process is the same: “lead generation (marketing or any other way), present and close” the method never changes regardless of the product or service we promote, however this is why it’s of paramount importance that the trainer has a clear understanding of your goals and biggest challenges you are currently facing, so they can be included in the training program.

Another important aspect of sales and (commonly overviewed as well) is repeat customers and referrals; make sure the programs includes techniques to keep your past clients as clients and referring you new clients.

One more thing you should also consider is the length of the training program. In my experience a two to three day class is best, keep in mind that your sales people will not stop working during the training; they’ll continue to work and generate new business.

There are companies that seem to think that training their sales staff is not worth the money or justify it with not having the budget right now. However, they make this decision to their own detriment. The company with the best trained sales force has a sizable advantage over those that do not. Another and often less expensive choice is online training and although it is cost effective we need to consider the other side as well. Because the trainer cannot see the people’s facial expressions or hear their comments, the risk of your agents not understanding and therefore not applying the techniques increases. Technology it’s fantastic and it has brought our lives to a different status however the human touch is always needed.

In summary, everyone in your company can benefit from some degree of training but specially your bottom line.

Five Lessons to Learn from Lost Sales.

Sales agents experience failure every day: a sale that doesn’t go through, customers canceling a contract, failed presentations. What do the “Heavy Hitters” do afterward? That’s the important question.  Although it may be difficult to realize at first, many times failure can be a blessing in disguise. Not closing a deal is not a failure. In fact, it can open up new doors. If you analyze where was it that you failed and make corrections and changes it can become a very valuable lesson worth many commissions in the future.

1. Learn from Failures. Before you can learn from failure, you must know how you view failure in the first place. Are you one of those people who won’t even acknowledge the word “failure”? Or do you accept that it’s there, but then deal with it in a positive manner? Failure does exist. It hurts when it happens, it’s personal, and it is OK to be upset when a sale falls through.  You can’t change what’s already taken place, however you can be responsible for what takes place from this moment on.

To learn why you failed, stand back and look objectively at what happened and why.  It’s pointless focusing on what might have been. Instead, think of ways you’ll do better next time.

2. Attitude Matters. Recognize that your attitude colors your view of failure as much as the truth can. Perception will always win over reality. Sales agents start out with good intentions, but we are rarely trained to deal with our own fears. Over time, as we experience more and more rejection, we begin associating prospecting with pain, and fear takes over their selling. This just makes failure all the more likely.

3. Don’t Try to Avoid Failure. Trying to avoid failure is a fool’s game.  Failure isn’t necessarily bad. You learn from mistakes, maybe more than in any other way. If you are a skier, you know that if you don’t fall, you can’t ever get better. You need to push yourself or you’ll never improve.

4. Don’t Give Up. In sales, the lack of persistence is perhaps the biggest cause of failure. How many times have you tried setting an appointment with a new prospect, only to face rejection every time?  Then one day, out of the blue they interested in scheduling an appointment

5. Think Positively. Write down a list of your strengths and your successes, then after a lost sale or a presentation that didn’t win the sale, read these lists and remind yourself that you have not failed but are merely going through one of life’s learning experiences.

Failure is part of our business, its part of life. Whether it is crippling or empowering is up to you. The only one who ever put a label of failure on you is yourself.

Tips to Make 2010 a Very Successful Year.

“Would you mind telling me please, which way I ought to go from here? That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where” -said Alice. “Then it doesn’t matter which way you go,” said the Cat.”

Lewis Carroll, Alice’s Adventures in Wonderland.

It’s been said that most people are too busy to plan their goals. Goals are just as important as everything else. Here are six steps to help you make 2010 a great year.

1. One step at the time. Identify what is it that you would like to change in the following areas: Business, family, personal, spiritual. Focus on one small goal at the time and when you reach it, move on to another one.

2. Set a date to reach each objective. Be specific.

3. Make a list of the obstacles you must overcome to reach your goals.

4. Work a plan of action to reach your goals.

5. Visualize yourself reaching your goal; feel the empowerment, hear the cheers.

6. Write your goals down and read them out load every day.

Have a wonderful 2010 and I hope to have the opportunity to help you become more successful.

 To your success,

Oscar Marquez.

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