Turning Up Sales in Relocation

I was privileged earlier this week to attend a seminar by a Japanese gentleman, Vice President Yokoyama-san of “Attack Sales Associates”.

His presentation was one of the better I have seen from a Japanese person, because he kept it very simple. There were 3 basic points on how to increase our sales in real estate and relocation.

1. You must find a place to make the sales happen; this is done by “Sales on Foot” and by saying “Yes”. You have to visit your clients as much as possible (by foot) and you want them to say “Yes” as many times as possible in front of you, even if you are just talking about the weather. ie. You have to get out there and keep the conversation positively “yes”.

2. You must make a habit of things. Habits are created by the following formula;

IMPACT x FREQUENCY = EXTENT OF HABIT
ie. To really change something is to make a habit of it, and do it without thinking about it. In order to make a habit of something, the impact of the change and the frequency it is repeated determines if it becomes a habit or not. If it doesn’t become a habit, it is likely you have actually changed.

3. You must understand things correctly. Understanding comes from the following formula;

WORDS / EXPLANATIONS x EXPERIENCE
ie. In order to really understand something you have to hear about it and then experience it or do it.

If you want to increase your sales you therefore need to implement these things into your sales delivery. Yokoyama-san drummed home the follow things;
- You must find a way to touch your clients many times
- You must meet them regularly (frequency is everything, not the length of the meeting)
- Talk about yourself. By doing so you will naturally find common points / interests with the person you are selling to, and that will help you build a relationship
- Of meeting with someone, phoning them and emailing them, only meeting and phoning have impact
- Once you have built trust through a relationship based on frequent visits and finding commonalities with the person/s you are working with, you must understand what they need
- Once you truly understand, you then must lead your client to making the sale