triangle smc - 5 attributes of a fanatical salesperson

Find Your Fan Factor5 Attributes of a FANatical Salesperson

1. RELEVANT

Selling has not changed

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

Buyers have changed

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

90% Used Internet to Search For New

Homes

2013 Digital House Hunt

72% Began Research with a Google Search

SalesForLife.com, Sept 2014

70% of consumers actively engaged in social media have made a purchase as a result of being

connected online.

Business Wire, Nov. 2012

80 - 90% of buyer’s decisions are influenced by online reviews

SalesForLife.com, Sept. 2014

“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

R.I.P. Sales Funnel

#FANaticalSelling @MeredithCSP

Hello Buyer’s Journey

The Buyer’s Journey: The research and decision making

process buyer’s use to make a decision.

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

Your Job: Meet Them On Their Journey

#FANaticalSelling @MeredithCSP

11 Searches Prior to Taking Action

24% Take Action Same Day

2013 Digital House Hunt

40% Take Action 120 Days

Engage Later in the Journey

Informed

Empowered

Invested

Expectations

FANS

2. INSIGHTFUL

Context: Explains WHY content matters

Content Without Context Doesn’t Add Value

3. CURIOUS

The Fan’s Journey

#FANaticalSelling @MeredithCSP

How do you know what phase of the journey they are in?

By the questions they ask you!

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

What size and type of homes are in this

community?

What energy features do you

have?

Do you have any homesite left that you can build the

model on?

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

Purpose of Conversation

What’s the mission today?

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

What Information is Known? What do you know about our

community so far?

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

4. AUTHENTIC

“ T h e p r o b l e m w i t h q u o t e s o n t h e I n t e r n e t i s

t h e y a r e h a r d t o v e r i f y. ”

~ A b r a h a m L i n c o l n

Authenticity Is Big Business

Dove Campaign for Real Beauty

Competence is Not Enough

Credibility Matters More

Authenticity Must Be Win-Win

@MeredithCSP #FANaticalSelling

#ConnectGrowShine

Trust Breaker #1 Make It About You

✓ Take Over ✓ One Up ✓ Over Correct

Make It About You

Trust Breaker #2 Don’t Explain the Process

Don’t Explain the Process✓ Notes ✓ Questions ✓ Next Steps

Trust Breaker #3 Fail to Ask For Feedback

How Are We Doing So Far?

GetTalk.at/TSMC

FREE Book, Slides & Extra Goodies

Introducing Builder Blab

BuilderBlab.com

5. SUPER FANS

#SUPERFAN

IT’S NOT ABOUT YOU✓ Stop Talking

✓ Start Listening✓ Know Your Fans

Remember Your Why

Remember Their Why

Beautiful Life

What’s Your #FANFACTOR?

GetTalk.at/TSMC