One of Tom Ferry’s recent videos talked
about a key ingredient in helping us become successful in nearly any situation—and
avoiding being uncomfortable and “suffering!” Here’s what Tom had to say:
Many agents are suffering
right now, but they don’t have to be…
They are suffering from a
problem that they can solve, and it is actually a fairly simple solution. The
problem? Agents who suffer don’t know which questions to ask!
They don’t know WHAT to
say to win business…
An Important Study
Have you heard of Dr.
Albert Mehrabian the psychology professor at UCLA? He did some very impressive
work on how we communicate with others. He breaks down the messages we send in
the following percentages:
7%: Words
Your words only play a
small role in this process.
38% Tonality
The words can be the same,
but the tonality is what shapes the message.
55%: Body Language
When you align your
physiology with your words and your tone you are communicating a powerful
message to your customers.
You can even use your
physical body to help change your tonality when you are on the phone! For
example if you have a tendency to end your sentences with an upward tone,
driving your hand downward in a chopping motion will help you bring the tone
back down so you sound more confident. That downswing in tonality creates trust
and authority.
Actions
1. Memorize the Words
Get a script and make sure
you KNOW it.
Our brains can really only
focus on one thing at a time, so make sure you know the words so that you can
focus on communicating and listening to your clients.
2. Practice Tonality and
Pace
Sales is the ability to
ask a series of questions that naturally and automatically lead you and the
prospect to mutually desired end result.
The way you ask those
questions absolutely matters!
You can even use your
tonality to create doubt or certainty depending on the context.
3. Role Play with Peers
Follow the script.
Add more tonality and body
language (practice the amplified version so that you can easily turn down when
meeting with a customer).
4. Frequency = MRAS
You should be spending 20+
days per month Marketing, Role-playing, and Appointment Setting!
What a great concept! So grab some
dialogues/scripts and put your own MRAS plan into effect!
David M. Hassler
VP,
Professional Development
The Ellerbrake Group has helped well over 1000 clients buy or sell a home. Located in O’Fallon since 1992, our team knows this area inside and out. Experience counts in this business, but our team members bring special expertise to the table.
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