Among the most common of these methods is the rent to own which is also known as the lease option venture. The way such a process works is that the renter will pay an agreed upon monthly rental fee. Such a fee will usually be above the standard market amount for monthly rent. A lease will be signed that contains a rent to own clause. Such a clause means the amount of money paid during the duration of the lease will be put towards a down payment on the home.

During the period of the lease, the tenant buyer will be responsible for all expenses. (Again, this agreement is different from the traditional landlord/tenant arrangement) Since the tenant will be looking to purchase the property, he/she will be more likely to take better care of it. And, of course, once the lease is expired, the tenant can take the proper steps to make a purchase. If not, the renter could lose the option to buy. Or, the rental/lease process could start over again with a new agreement. Of course, there will be other variants on this venture but this would be the common illustrative example.

There is another method that can be employed that is similar. It is the land contract option which is commonly dubbed a “Contract for Deed.” The concept is rather simple and it opens the door for buying and selling real property without having to deal with banks or financial institutions. Basically, the way the process works is that the seller provides a private mortgage or owner financing. Specifically, the property is offered on a contractual basis where the buyer makes monthly principal and interest payments directly to the seller. The buyer is also responsible for all costs associated with the property including the taxes and insurance. Such expenses are typically can be paid into and escrow account.

The title will not be transferred to the buyer until the land contract has been paid in full. Over time, the payments will go towards a payment on the property/land. In the event of a default on any of the months, it is possible the buyer would lose claim to the land. If the buyer follows through on the land contract, the title will be transferred and he/she acquires the property in a manner that comes with far fewer administrative costs.

There are also simpler methods of selling a home creatively. For example, a home could be placed up for sale at an auction. This can prove appealing to those that would wish to sell their homes within a certain time frame. If you place your home for auction on January 2, if you get one bid on auction day, it is sold on January 2. It will not stay on the market for months.

Placing an advertisement on the internet may not be inherently creative but the way you list the property can. Sometimes, a little extra effort with the development of the listing can help move it quicker and at a much better price. For example, placing an ad that presents a 360 virtual tour video could stimulate inquiries which could turn into viable offers rather quickly. While a simple process, this method is worth a try in support of your more expansive selling methodology.

Really, there are many creative doors open for those looking to sell property. This is a good thing because it keeps the real estate market alive, vibrant, and profitable.

This is how an investor builds wealth in real estate, particularly if they are making use of the rent-to-own , lease purchase or land contract approach. Some investors prefer to flip for quick profit vs holding these cheap investment properties a little longer by renting them out for cash flow; it really depends upon ones investment objective. This article was written as a guide to those who are attracted to venturing into the real estate investment industry or looking for creative ways to sell your property, and hopefully to enlighten those who are currently renting a property as to how much the investor of your rent-to-own home is making off of your regular payments

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Entering the direct sales party business as a consultant is a great way to earn extra money, spend time with girlfriends, and have fun. How did you enter the home party plan business? Perhaps you were a guest at a home party and fell in love with the product and decided that you could sell the product. Perhaps the consultant was inspiring as she talked about her home party plan success. Regardless, you are now on your way to working as an independent contractor and being in business for yourself.

Being a direct sales party business representative can earn you extra money, but you will have to work for the money. Although the product you are selling is a great product , whether it is candles, make-up, purses, or other items, you need party plan training to succeed and to receive home party bookings.

Direct Sales Party Business Success Tips

Whether this is your first party as an independent representative or your 100th party, every rep and consultant can use a few home party plan tips to freshen up her or his presentation. Success depends on continued training!

1. If you are planning your first party and are experiencing a case of the nerves, then you may want to start small. Get your closest friend to host the first party. Have her invite people you are comfortable with and you will find that speaking is not so difficult.

2. Set a goal for each of your friends to host a party for you and ask that the ones that do invite at least three to four people you do not know. Of these three to four people, try some party plan motivation to get them to host a party for you. Each time you will be meeting new people, thus expanding your network.

3. If the business you are consulting for offers home party training webinars or a party plan seminar, be sure that you attend. Other consultants in your business can give you invaluable hints and tips that will help you to meet your goals.

4. Read your consultant handbooks. These handbooks were written by the best of the business and contain valuable home party plan info. The owners of these companies want you to succeed, because if you are making money, then they are making money.

5. Know your product . Home party plan consultants should love and know their products. If you are an expert on your product and enthusiastic about it, then your love and passion will shine through at parties, making others want to buy from you.

It is also important to ensure that your presentations are fun. Consult with your hostess and make sure she has plenty of seating for everyone invited to one of your parties. Play a fun game at the beginning to break the ice and to have everyone relax. Be sure and point out all the free gifts and perks that your hostess is receiving. This should encourage others to book a party with you. Having samples for your guests to see is also important. Most importantly, have fun and let your personality sell your products for you.

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“Always Be Closing”

Unfortunately, too many salespeople were mislead into believing that “Always Be Closing” represents the “ABCs” of salesmanship. Frankly, nothing could be further from the truth. You can’t always be closing because asking for an order is only one of the steps in the sales process. At a minimum, before you ask for an order you need to establish some rapport with your prospect, uncover a need for your product and present your solution. “Always Be Colsing” may sound great in a movie but it is meaningless when you’re in your sales territory, attempting to sell something to someone.

Often, salespeople that think they should always be closing are, in reality, never closing. These salespeople do not understand the sales process because if they did, they would know when and how to ask for an order. Well-trained professional salespeople don’t have these problems because they follow a well-defined sales process. These professionals know exactly when the only thing left to do is close the business.

Fear Of Closing

I also work with another group of salespeople in my sales training programs that need help with their closing skills. These sales reps need to overcome their fear of closing. After all, you can’t be sales rep and have a fear of closing, just as you can’t be an electrician and have a fear of electricity! Salespeople close and if you are not closing you’re not a salesperson… you are just a conversationalist. Salespeople that fear closing just keep talking and hopelessly praying that at some point, the prospect will ask for an order form to sign. Guess how often that happens?

In my work, I’ve uncovered many factors that cause some salespeople to fear closing. Some sales reps don’t want to face the moment of truth. Other salespeople fear they may appear “pushy”. There are also other salespeople that assume, without any data to support their assumption, that the prospect is not ready to sign an order. I help these salespeople by making closing an automatic reflex reaction to certain events in the sales process. When closing is automatic, you don’t even have to think about it. You automatically ask for the business. This process helps most salespeople overcome their fear of closing.

Initial Close

At some point in the sales process, you’ll ask your prospect a series of questions to uncover a need for your product or service. You’ll then present your product and explain how the product addresses the needs you’ve uncovered. Once you’ve presented all the benefits your prospect with gain by using your product, you must close. You must ask for the order at this point in the sales process. Don’t think about it … just close.

Since this is the first time you’ve asked your prospect for the order, this closing attempt is called the Initial Close. Your prospect has two possible reactions to your Initial Close. Your prospect will either give you the order or give you an objection. Obviously, if you get the order, you’ve accomplished your goal. On the other hand, if you get an objection, you still have some work ahead of you.

Overcoming Sales Objections

It is not end of world if you get some objections after your first closing attempt. In fact, you probably will get some objections after your Initial Close. Most prospects feel it is their duty to have some objections for the person attempting to sell them something. So relax and don’t panic. Now that the objection has surfaced, you just moved one step closer to the order. Keep in mind that an objection is not rejection. An objection is only a request for more information. Your prospect is confused and unclear about something you said or something you failed to mention. By addressing the sales objection, you give your prospect new and additional information. Armed with the new information, your prospect is able to develop a new and favorable opinion about their decision to purchase your product.

Objections should not be ignored and must be answered in a way that completely salifyes the prospect. The salesperson should not get defensive or start debating the prospect. The goal is not to win an argument. The goal is to get the order.

The “No More Objections” Close

Once all objections have been successfully addressed, you must close the prospect and ask for the order. As with the Initial Close, don’t even think about it and make this closing attempt an automatic part of your sales process. I refer to this closing attempt as the “No More Objections Close”. Once the prospect runs out of objections, the salesperson must ask for the order. Don’t think about it … just close.

Salespeople should always be direct and confident when closing a sale. The salesperson’s confidence makes the prospect confident about the decision to purchase. All objections have been successfully addressed and the salesperson must confidently assume the prospect is ready to do business.

Also, you must remain silent after you ask for an order. The prospect must be the next one to speak. There could be an uncomfortable pause while the prospect thinks about the final decision. If you interrupt that pause, you greatly diminish your probability of receiving the order. That’s why this is called strategic selling.

When You Must Close The Sale

As you now see, there are two moments in the sales process that call for a closing attempt. The first attempt is after you’ve presented the benefits of your product. The second time is after all objections have been successfully addressed. Implement this process and make closing automatic.

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One thing that you can do is to participate in a professional sales training. This can very well speed up your learning skills in the proper way to generate sales. The lectures in professional sales training will doubtlessly assist you to interrelate in a better way with prospective buyers.

You can also build a relationship with your buyers that can last for a long time. There are many reasons which explains why attending such seminars can do good to you. It is very imperative to take into account the benefits it can give.

There are some perks that you can enjoy, when enrolling for a professional sales training. The training would definitely make a favorable impact for the company, as it can enhance profits and sales. This is one of the most important advantages of attending this type of seminar. The good thing is that you can calculate the results right away. You can also discover new selling ways that can assist improve on your sales target.

Another advantage of this training is learning how to build good relationships with customers. This is the latest trend when it comes to sales. In case the strategy is learnt, it can bring in long lasting buyers. You can be able to put together your products in the best way possible. This is because you can then understand situations and efficiently upgrade your communication skills.

Moreover, you can also discover the motivation and buying behavior of consumers. With sales professional training, you will be more self-assured with your selling products. You will have the understanding and skills that will make your more competitive in your field.

Obtain a professional sales training, as well as set goals for yourself that can push up greatest sales revenue!

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The same goes for Sales Training. In order to become good at selling over the telephone you have to get yourself a training programme. So apply yourself in the same way you would if you were looking to be a success in the gym.

Firstly
Get your head straight. You need to be motivated and driven in order to work on your sales skills. So build yourself some reachable goals. Think about what you really want from life and your job and set yourself some short, medium and long term goals. You’re not working on that sales floor for the ambience, so get yourself a target and go for it. I wanted a sports car when I first started out in sales because that was what the top guys on my sales floor drove. I knew exactly what type of car, what colour, age and year it would be and I found one at a car dealer near the office where I worked. I went down there and I sat in a 2nd hand Porsche 911 almost every week. I can still remember the smell of the leather and the acceleration of my heart as I sat behind the wheel and pretended that I owned it.

It doesn’t matter what you set as your goal as long as you believe that it is reachable. I got the car by the way; it took me nearly two years.

Secondly
Surround yourself with the right crowd. Get to know the high achievers on your sales floor, talk to them and learn from them. Don’t get too involved in the play hard work hard crew as it just makes your rise to success harder. I say this because I have done it. I’ve earned high salaries and blown the lot on fast cars and high living and it did seem like fun at the time, but in that state you make bad decisions and boy does it knock you to pieces and set you back.

If you’re on your own at work, or you feel that you could outperform everyone there, then immerse yourself in sales training books and information. You do not have to go out and spend a fortune on sales training courses. In fact I would ask you to be wary of any courses that are fantastically entitled with name like, ‘The Killer Lines Needed to be a Sales King’ or ‘How to Smash Your Sales Targets in 1 Day.’ I don’t know if these are actually courses but I have seen dozens with names like these that would lead you to believe that you can double your earnings overnight. There is not a magic pill or one thing that you can do to convert you overnight into a phenomenal salesperson. Enthusiasm and drive will help you. But if you don’t understand the sales process, listen & empathise with your client and their needs then you won’t be a huge success in sales.

Look for sales book that will give you an all over sales work out. Zig Ziglar and Brian Tracey are two favorites of mine.

Thirdly
Get yourself a workout programme just like you would in the gym. But instead of body parts to work on, work on parts of the sales presentation. Break it down into four easy sections, and list what types of exercises you will need to work on in order to get that part buff .

The beginning – Things like voice inflection, pace and tone are important and also tell the client who you are, why you’re calling and what’s in it for them. Give them a reason to listen to you.

The middle bit – Get to know your client, learn what they want from your service or product, use open ended questions. These are questions that start with Who, When, Where, Why, What & How.  Using these types of questions gather more information than closed questions which will give you Yes and No responses.

Most importantly, make it sound like a conversation.

The Sell – Describing your product or service with features and benefits.

Remember that features tell and benefits sell, so use colourful and relevant benefits. Get feedback, so as you can see how you pitch is going. Trial close. e.g. “Is this the type of service you would by?” Talk to your prospect and not at them

The End – Closing. Don’t complicate this one, its really quite straight forward. Just ask for the deal.

The above is a simple guideline of areas and things that you can work on. Each point can be a training course in its self. Get into the swing of understanding what all of the above skills are and know your industry.

Fourthly
Most importantly, apply yourself and train every day. If you buy a book on sales then read it. I am on different sales floors everyday and I see the same sales books lying on the same sales person’s desks all the time. This is like buying a £100 pair of trainers for the gym and then wearing them to go for a pizza. Take your job seriously. Anthony Robbins states that 7% of people finish the books on self improvement they buy. Make up your mind to be one of the minority that succeed.

Finally
If you want to earn a 6 figure salary in sales then you have to apply yourself. Don’t be like one of the masses and put everything off until tomorrow. Think big and go for it and you will make it happen.

I hope this gives you a guideline to the sort of things that you need to work on in order to be phenomenal in sales. Just remember that there are a lot of sharks out there ready to sell you the ultimate sale training dream. Success in this business will not come over night from reading a chapter or two of a magic sales manual. You have to work hard, practice and train. There isn’t a one line solution. Sales is like a jigsaw with lots of little pieces that you need to put together. Start small, and go for your goals in a professional, ethical and focused way and success will find you.

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So you’re in sales–or in business in general–and you want to know how to increase your close ratio. Whatever it is that you’re in business to sell, you need to know these basics before you can expect to consider yourself a “closer.” Keep these sales closing techniques at the forefront of your mind and master them, and you’re ahead in the game to bury your competition in the dust you’ll kick up.

Closing Sales Techniques

Set Urgency Ask for the Sale…then Ask for the Sale…then Repeat… Equipping Your Customer Objections are Opportunity Assumptive Close

Let’s take a look at each point:

1. Set Urgency
First off, by “set urgency,” it’s not to be confused with a panic-inducing “You’re on Fire!” sort of urgency. I personally deplore the used-car-salesman approach to sales and avoid the “closer” whenever we buy a car, if that’s the approach. Rather, this is a compiled, subtle and natural sense of urgency. An example would be an expiration on a promotional deal. If you have a discounted introductory offer, then all the better–but put a time-stamp on it. Create a sense in which this is a really beneficial product or service, but you just may lose out on this price if you don’t act now.

Key tip: I don’t recommend you lie to create urgency, either. If you’re in sales and have to resort to telling dishonest B.S., then you can’t sell and you give the rest of us a bad name. Try again or get out of the pool.

2. Ask for the Sale…then Ask for the Sale…then Repeat…
Be prepared, after you give a short sales pitch – without being “pitchy” about it! – to ask for the sale. Then you’ll probably get an objection, which you need to address, and then ask for the sale. Each time you get and answer an objection, and only if you successfully answer the objection, then ask for the sale. Of all the sales closing techniques, this is probably the most unused but most powerful piece of advice. Be ready to ask up to 5 times without being obnoxious about it.

3. Equipping Your Customer
The whole art of closing sales techniques can be summed up in this phrase, “I’m here to help you.” Take that approach to your sales pitch. You have what your customer wants and needs – or you don’t. If you can identify what your customer wants and you can genuinely address their concerns, then you should posture the entire conversation around, “I am here to help you with your need. Here’s the solution.”

The point is, to be on their side, they want what you’re selling, only they may not know it yet. Equip them to make the best buying decision – know why they need what you have, and not what your competition is offering.

4. Objections are Opportunity
What list of sales closing techniques would be complete without objections? Let me summarize the problem with objections: most sales people don’t recognize them for the golden opportunity they really are. An objection is usually a request for more information that you didn’t give them already. An objection is like saying, “I don’t know why I should buy this from your company, please help me answer that and I’ll buy.”

Study your objections like you’re studying for a final – make a list of patterns and a list of answers to them. Know why a customer would object in this or that way. It may mean that you’re saying something or not saying something consistently, giving rise to the same objection again and again. Objections are a great way to grow and perfect your craft.

5. Assumptive Close
We all have to study closing sales techniques that work, and the best I’ve come across – though this may not be true in your field – is the assumptive close. You assume the customer wants to buy, and after you’ve gone through your pitch and have done the work presenting your company’s product/service, then you simply assume they’re sold.

But wait, doesn’t that conflict with “ask for the sale…”? No, it doesn’t. You just don’t phrase the close with, “Do you want to buy?” or similar questions. Rather, you close with, “What color would you like that in?” Or, “When can we set this up for delivery?” Or, my favorite, “How would you like to pay for that? We accept…”

At this point, the customer will do one of three things: shut you down and make it clear you are not closing them, object to the sale and ask for more information, or close the deal. In other words, at this point you have a 2/3 chance of closing, so have at it!

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Sales programs and sales training courses have the potential to exponentially raise sales in any company if the sales training process is not held casually or haphazardly. Failure to follow through with the sales training received through sales programs and sales courses diminishes the fullest potential of receiving a life-time return on the company’s investment in sales training. Your company can realize its fullest gain from sales training courses and sales programs if a follow-through to training programs are consistently administered with every sales course.

Developing a follow-through program requires foresight. Metrics need to be formed and analyzed, evaluation and analysis methods need to be thought-out for in-house and out-on-the-field training and evaluation. Staffing requirements, time constraints and compensation all need to be considered. Although the initial effort to develop a follow-through program to training will require substantial time, it will easily translate into an automatic reflex once it has been initiated after completion of the first few sales courses.

The metrics and procedures you develop will have several variables, depending on the sales training courses that the sales staff has participated in, however before and after sales metrics should remain a constant. Evaluation methods should include self-evaluation by the individual, the team, and managerial evaluation.

Post-training communication and coaching is imperative to a successful follow-through program to sales programs and sales training courses. Participants in the sales training courses may have no questions come to mind at the end of the training session, but it is highly likely that questions will arise as the training is applied to the practical aspects of the job. At this point, it is very important for the sales manager to be well trained in coaching, and receptive to questions, concerns and motivations. Communicating the questions and concerns that arise after training can help identify problems that may have previously gone unrecognized. If the entire sales team is running into similar problems and sales results have not increased, it is possible that the sales training courses selected were not appropriate for your staff or your company. It’s always possible that there is a clash in style and approach – and the individuality of each sales professional must be taken into consideration. Sales individuals sell more than trained robots. Sales training courses should introduce new skills, enlighten the sales professional to new ideas and techniques, and motivate the sales person to achieve higher sales goals.

Sales training courses and sales programs, if carefully selected with a follow-through plan in place, should result in a steady return on your investment. A post-training follow-through procedure could be the missing factor of your company’s strategy to gain higher sales by investing in sales training courses. If implementing a post-training process is too daunting, many sales training courses offer follow-through as a value-added benefit to their sales course. You can take advantage of these to maximize your investment. Sales training courses will help your team sell. Just as a salesperson must follow through on a sale, a company must follow through on training. Your investment in training will then allow you to follow up on your newly gained profits.

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They can no longer afford to carry on with traditional selling skills of doing dog and pony shows, feature and benefit dumps, or hit and run closes.

Today’s economy demands engaging selling skills, not telling selling skills. Engaging selling skills attract and engage prospects into personal and business conversations – Personal conversations to build rapport and trust; Business conversations to qualify opportunities to do business.

Engaging sales skills starts with a desire to create relationships. Keep in mind that people buy from people, people they like and they trust. Once trust is established, a relationship starts. That is the sales skill foundation to a sales transaction.

To build that rapport, or trust, requires conversational selling skills focused on the prospect, not on you, your company or your products. The selling skill required here is to show a genuine personal interest in the person in front of you. You do that by asking questions, questions that they would like to respond to and talk about.

So, what do people like to talk about?

People like to talk about themselves, their families, hobbies, job, etc. These are more personal conversations. The selling skills required here are asking questions, listening and using your body language to show interest.

Your job is to get them to open up and to keep talking. The more they talk, the more you listen, the more you learn and the more they like and trust you.

Mind you there are also other selling skill techniques to build rapport. One of the best rapport building sales skills comes from Nero Linguistic programming (NLP) where mirroring and matching body language, tonality and words enhances rapport building quickly and magically.

You will know when your rapport selling skill has been established, just by the way the prospect has opened up with you. When they get to the point where they can’t stop talking, you know you got the rapport selling skill that would allow you to move onto the next step in the selling system, or sales process.

With rapport, trust and relationship starting, you can then move from personal to business conversation, by simply interjecting another question – Bill, I really appreciate what you are sharing with me, but how much time have you set aside for our meeting?

With the answer to this sales skill question, a new sort of business conversation starts. Your time allocated is either confirmed or extended, either of which matter, as it is the next sales skill question that will make the difference.

“Bill, what is it that you would like to accomplish over the next X minutes?”

Most sales people only think of their objective, and not that of the customers. It is the customer’s objective that is most important, so let’s get it out of them first. Then we can add our’s into the scenario.

For example, they could reply with, “I would like to learn more about your company and it’s products or services.”

You can then reply with an inclusion of your objective. For example, “that’s great Bill, as I too would like to learn more about your company to determine if there is an opportunity for us to do business together or not. Is it ok if we ask each other questions?

Do you mind if I take some notes?

Getting permission to ask questions, and to take notes, is also an important selling skill. It shows interest, and makes the prospect feel important.

There are other parameters that can be set at this stage, but what is most important is that each step in a sales process or selling system is a selling skill.

The selling skill that is most required in today’s economy is to be asking questions, listening, showing concern and taking the prospect through a self discovery qualifying process.

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