You’ve got to make it clear why the customer should use you. In this Growth, Leadership and Management Tip, I’ll show you how to understand the needs of the three basic types of customers so you can develop your USPs and train your team to win the business.
Tag Archives: sellers
Fast Pace Ep 50 – Driving the narrative
In this Fast Pace episode, Dean Mackie and Josh Phegan discuss driving the narrative inside of the sales meeting. They look at planning ahead whilst staying focused on the now, keeping perspective and controlling the narrative with passive sellers, helping your team handle objections, and delivering the narrative that will give people real confidence.
Getting altitude
Great things happen when you start getting altitude. In this Coaching Tip, I’ll show you some simple things you can do to get more exposure, find the opportunities sitting inside your database, and gain the momentum you need to change the course of your business.
Ep 309 – Working nervous buyers
In today’s podcast, Josh Phegan and Alexander Phillips discuss their approach to working nervous buyers by creating a sense of urgency, building comfort and confidence through relationships, and staying ahead of a broader marketplace and not just one small area.
Customer moves
Where buyers come from and sellers move to is a powerful data insight about customer moves, and in my Coaching Tip this week I’ll show you how each transaction opens up new markets for you, and how to ensure you have repeat customers for life.
Ep 303 – Buyers/sellers
In this week’s podcast, Alexander Phillips and Josh Phegan discuss the art of working with buyers who are sellers, including the skill of asking great questions, finding out the problem of the client, showing buyers through private appointments so they can see what’s on offer, and the role of the buyer/seller hitlist.
Ep 297 – Fixing follow-up failure
In this week’s podcast, Alexander Phillips and Josh Phegan discuss what to do after market appraisals, how to add value to sellers on your seller hitlist, what to do when you’re competing for the listing to win, and the secrets to building repeat and referral business from past clients.
Ep 294 – Bringing deals together
This podcast features Josh Phegan and Alexander Phillips on keeping the pulse on by using case studies to progress vendors, handling solo offers, setting reasonable expectations, negotiating challenges, creating competition, and keeping on top of dynamic markets.
Ep 275 – Working pipelines in hot markets
In this week’s podcast, Alexander Phillips and Josh Phegan discuss how to work your pipeline in hot markets. With sale prices rapidly accelerating, it’s tempting for vendors to hold off. How can you use an accelerating market to your advantage? What are the key drivers in decisions? And what value adds can you provide to assist sellers in making their decision?
Ep 272 – Faster decisions
This podcast features Josh Phegan and Alexander Phillips on making faster decisions and building better call lists, matching buyers and sellers with previous appraisals, and creating momentum with a sense of urgency and a bit of fear.