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You are on your way to BECOMING A TOP PERFORMER! - PowerPoint PPT Presentation


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Sales Techniques for Top Performers. <?xml version="1.0"?><AllQuestions />. <?xml version="1.0"?><AllResponses />.

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    1. Sales Techniques for Top Performers <?xml version="1.0"?><AllQuestions /> <?xml version="1.0"?><AllResponses /> <?xml version="1.0"?><Settings><answerBulletFormat>Numeric</answerBulletFormat><answerNowAutoInsert>No</answerNowAutoInsert><answerNowStyle>Explosion</answerNowStyle><answerNowText>Answer Now</answerNowText><chartColors>Use PowerPoint Color Scheme</chartColors><chartType>Horizontal</chartType><correctAnswerIndicator>Checkmark</correctAnswerIndicator><countdownAutoInsert>No</countdownAutoInsert><countdownSeconds>10</countdownSeconds><countdownSound>TicToc.wav</countdownSound><countdownStyle>Box</countdownStyle><gridAutoInsert>No</gridAutoInsert><gridFillStyle>Answered</gridFillStyle><gridFillColor>255,255,0</gridFillColor><gridOpacity>50%</gridOpacity><gridTextStyle>Keypad #</gridTextStyle><inputSource>Response Devices</inputSource><multipleResponseDivisor># of Responses</multipleResponseDivisor><participantsLeaderBoard>5</participantsLeaderBoard><percentageDecimalPlaces>0</percentageDecimalPlaces><responseCounterAutoInsert>No</responseCounterAutoInsert><responseCounterStyle>Oval</responseCounterStyle><responseCounterDisplayValue># of Votes Received</responseCounterDisplayValue><insertObjectUsingColor>Red</insertObjectUsingColor><showResults>Yes</showResults><teamColors>Use PowerPoint Color Scheme</teamColors><teamIdentificationType>None</teamIdentificationType><teamScoringType>Voting pads only</teamScoringType><teamScoringDecimalPlaces>1</teamScoringDecimalPlaces><teamIdentificationItem></teamIdentificationItem><teamsLeaderBoard>5</teamsLeaderBoard><teamName1></teamName1><teamName2></teamName2><teamName3></teamName3><teamName4></teamName4><teamName5></teamName5><teamName6></teamName6><teamName7></teamName7><teamName8></teamName8><teamName9></teamName9><teamName10></teamName10><showControlBar>No Slides</showControlBar><defaultCorrectPointValue>0</defaultCorrectPointValue><defaultIncorrectPointValue>0</defaultIncorrectPointValue><chartColor1>187,224,227</chartColor1><chartColor2>51,51,153</chartColor2><chartColor3>0,153,153</chartColor3><chartColor4>153,204,0</chartColor4><chartColor5>128,128,128</chartColor5><chartColor6>0,0,0</chartColor6><chartColor7>0,102,204</chartColor7><chartColor8>204,204,255</chartColor8><chartColor9>255,0,0</chartColor9><chartColor10>255,255,0</chartColor10><teamColor1>187,224,227</teamColor1><teamColor2>51,51,153</teamColor2><teamColor3>0,153,153</teamColor3><teamColor4>153,204,0</teamColor4><teamColor5>128,128,128</teamColor5><teamColor6>0,0,0</teamColor6><teamColor7>0,102,204</teamColor7><teamColor8>204,204,255</teamColor8><teamColor9>255,0,0</teamColor9><teamColor10>255,255,0</teamColor10><displayAnswerImagesDuringVote>Yes</displayAnswerImagesDuringVote><displayAnswerImagesWithResponses>Yes</displayAnswerImagesWithResponses><displayAnswerTextDuringVote>Yes</displayAnswerTextDuringVote><displayAnswerTextWithResponses>Yes</displayAnswerTextWithResponses><questionSlideID></questionSlideID><controlBarState>Expanded</controlBarState><isGridColorKnownColor>True</isGridColorKnownColor><gridColorName>Yellow</gridColorName></Settings> <?xml version="1.0"?><TeamNames><Team1></Team1><NewTeam1></NewTeam1><Team2></Team2><NewTeam2></NewTeam2><Team3></Team3><NewTeam3></NewTeam3><Team4></Team4><NewTeam4></NewTeam4><Team5></Team5><NewTeam5></NewTeam5><Team6></Team6><NewTeam6></NewTeam6><Team7></Team7><NewTeam7></NewTeam7><Team8></Team8><NewTeam8></NewTeam8><Team9></Team9><NewTeam9></NewTeam9><Team10></Team10><NewTeam10></NewTeam10></TeamNames> <?xml version="1.0"?><AllAnswers /> You are on your way to BECOMING A TOP PERFORMER! Day 2

    2. Sales Techniques for Top Performers <?xml version="1.0"?><AllQuestions /> <?xml version="1.0"?><AllResponses /> <?xml version="1.0"?><Settings><answerBulletFormat>Numeric</answerBulletFormat><answerNowAutoInsert>No</answerNowAutoInsert><answerNowStyle>Explosion</answerNowStyle><answerNowText>Answer Now</answerNowText><chartColors>Use PowerPoint Color Scheme</chartColors><chartType>Horizontal</chartType><correctAnswerIndicator>Checkmark</correctAnswerIndicator><countdownAutoInsert>No</countdownAutoInsert><countdownSeconds>10</countdownSeconds><countdownSound>TicToc.wav</countdownSound><countdownStyle>Box</countdownStyle><gridAutoInsert>No</gridAutoInsert><gridFillStyle>Answered</gridFillStyle><gridFillColor>255,255,0</gridFillColor><gridOpacity>50%</gridOpacity><gridTextStyle>Keypad #</gridTextStyle><inputSource>Response Devices</inputSource><multipleResponseDivisor># of Responses</multipleResponseDivisor><participantsLeaderBoard>5</participantsLeaderBoard><percentageDecimalPlaces>0</percentageDecimalPlaces><responseCounterAutoInsert>No</responseCounterAutoInsert><responseCounterStyle>Oval</responseCounterStyle><responseCounterDisplayValue># of Votes Received</responseCounterDisplayValue><insertObjectUsingColor>Red</insertObjectUsingColor><showResults>Yes</showResults><teamColors>Use PowerPoint Color Scheme</teamColors><teamIdentificationType>None</teamIdentificationType><teamScoringType>Voting pads only</teamScoringType><teamScoringDecimalPlaces>1</teamScoringDecimalPlaces><teamIdentificationItem></teamIdentificationItem><teamsLeaderBoard>5</teamsLeaderBoard><teamName1></teamName1><teamName2></teamName2><teamName3></teamName3><teamName4></teamName4><teamName5></teamName5><teamName6></teamName6><teamName7></teamName7><teamName8></teamName8><teamName9></teamName9><teamName10></teamName10><showControlBar>No Slides</showControlBar><defaultCorrectPointValue>0</defaultCorrectPointValue><defaultIncorrectPointValue>0</defaultIncorrectPointValue><chartColor1>187,224,227</chartColor1><chartColor2>51,51,153</chartColor2><chartColor3>0,153,153</chartColor3><chartColor4>153,204,0</chartColor4><chartColor5>128,128,128</chartColor5><chartColor6>0,0,0</chartColor6><chartColor7>0,102,204</chartColor7><chartColor8>204,204,255</chartColor8><chartColor9>255,0,0</chartColor9><chartColor10>255,255,0</chartColor10><teamColor1>187,224,227</teamColor1><teamColor2>51,51,153</teamColor2><teamColor3>0,153,153</teamColor3><teamColor4>153,204,0</teamColor4><teamColor5>128,128,128</teamColor5><teamColor6>0,0,0</teamColor6><teamColor7>0,102,204</teamColor7><teamColor8>204,204,255</teamColor8><teamColor9>255,0,0</teamColor9><teamColor10>255,255,0</teamColor10><displayAnswerImagesDuringVote>Yes</displayAnswerImagesDuringVote><displayAnswerImagesWithResponses>Yes</displayAnswerImagesWithResponses><displayAnswerTextDuringVote>Yes</displayAnswerTextDuringVote><displayAnswerTextWithResponses>Yes</displayAnswerTextWithResponses><questionSlideID></questionSlideID><controlBarState>Expanded</controlBarState><isGridColorKnownColor>True</isGridColorKnownColor><gridColorName>Yellow</gridColorName></Settings> <?xml version="1.0"?><TeamNames><Team1></Team1><NewTeam1></NewTeam1><Team2></Team2><NewTeam2></NewTeam2><Team3></Team3><NewTeam3></NewTeam3><Team4></Team4><NewTeam4></NewTeam4><Team5></Team5><NewTeam5></NewTeam5><Team6></Team6><NewTeam6></NewTeam6><Team7></Team7><NewTeam7></NewTeam7><Team8></Team8><NewTeam8></NewTeam8><Team9></Team9><NewTeam9></NewTeam9><Team10></Team10><NewTeam10></NewTeam10></TeamNames> <?xml version="1.0"?><AllAnswers /> • To become a Top Performer, you need to: • Claim Your Pitch • Build Your Circle • Juice The Jam • Pass The Hat What causes all of this to happen? Natural Energy! Day 2

    3. Sales Techniques for Top Performers Take a moment to reflect… • What new ideas will you put into action when you return to your property? • What questions do you still have? • What tried and true techniques will you put into action when you return to your property? • What new policies and procedures have you learned that need to be implemented at your property?

    4. Telephone Sales Techniques When answering the phone… how do you create natural energy? Be completely engaged with the prospects! Totally focused – Give the Prospect your undivided attention. Collaborate with the Prospect – get them involved with the conversions.

    5. Telephone Techniques! What are some great phone techniques you already know ?

    6. Telephone Techniques Top Performer Marketing and Sales Consultants realize that great phone presentations are the key to closing more sales!

    7. At Berkshire we are different than our competition! We believe in the use of technology to make our sales presentations more efficient and fun! We are trend-setters at Berkshire!

    8. Telephone Sales Techniques We are about to teach you how to handle the phone sales presentation in a way that may be different than you have ever seen before. Your computer, phone and headset will be all the tools you need to be a Top Performer!

    9. Telephone Sales Techniques When handling a phone sales presentation, you will simultaneously build rapport and get to know the prospect while entering their information into a OneSite guest card. It requires a new way of thinking and a complete comfort level with the OneSite Guest Card, combined with great phone sales skills!

    10. YieldStar

    11. What is YieldStar? • A customer friendly approach to revenue management • It balances supply and demand with price • It focuses on occupancy and rents • It presents options so our prospects may choose based on their needs • Airline and Hotels were the first to offer this flexibility Most management companies are practicing a version of revenue management today!

    12. What is YieldStar? • What makes a rent change? • How long the apartment home has been vacant • How long we hold the apartment home before the prospect moves in • The cost to turn an apartment will be factored in for lease terms less than 12 months. • Lease expiration date – rates could be higher in months with higher lease expirations. • All offer prices are revenue neutral – meaning our property makes the same amount of money regardless of the rate chosen.

    13. YieldStar Benefits and Challenges

    14. Let’s take a BREAK now!

    15. Hands On Practice with OneSite

    16. It’s time for Lunch!

    17. Sales Top Performer You are fast-becoming a Sales Top Performer! Using the knowledge and ideas you learn in this class will launch you into success if you choose to put what you learned into action!

    18. Personalities in Sales • In sales, you will work with a variety of people. • As Top Performer MSC you will begin BUILDING YOUR CIRCLE at your first contact with a prospect. • One of the best ways to create instant relationships is to ENGAGE & CONNECT with others.

    19. Personalities in Sales In order to make a connection, Top Performing Marketing and Sales Consultants realize the value of understanding different personalities and how to sell to all types. By recognizing four basic personality types you will be able to customize your presentation and adopt a style of selling that is comfortable for the prospective resident.

    20. Personalities in Sales The Bull The Owl Get to the point Results oriented Likes detail Likes order The Lamb The Tiger Be their friend Slow to decide Not into details Very social

    21. Personalities in Sales It is important for you to learn how to identify personalities quickly so you can tailor your presentation to appeal to each style.

    22. Body Language In Sales • Bodylanguage is a vital part of the greeting and sales presentation. • We must consider our body language to ensure we are sending positive messages with our gestures. • We should monitor the prospect’s body language to determine how a prospect is feeling about our presentation.

    23. Body Language in Sales • We should use positive, opengestures to send messages that we are friendly and welcoming. • Shakinghands is a professional gesture that sets the tone for the meeting. • Try to sit next to the prospect and walk along with them whenever possible. We should always SMILE!

    24. Greeting And Identifying Needs

    25. Greeting And Identifying Needs

    26. When is the latest you can move to your new home? When is the earliest you can move to your new home? Can you be flexible with your move in date? Are you more flexible with lease term or move in date? Are you in an existing lease that is expiring on a certain date? We offer a full range of lease terms, do you have a preference? Search for the Truth YieldStar – Identifying Needs Don’t say “NO”, say “YES” at a price!

    27. Let’s go on a Field Trip