Toronto Real Estate

Jerry believes his client was eating in the hand. After all, Jerry done your research, critical issues formulated and delivered a speech so soft that the client was simply struck speechless.

Impressive pitching skills and presentation, Jerry, Jerry thought he had the perfect package that is customized to meet all customer needs. Are in compliance with the requirements of the customer to make a perfect “T”. The client has not received an offer better expressed than Jerry.

Jerry has reason to be confident that the customer can buy. Everything that is done the customer has to just get the necessary permits and signed the contract and will be reviewed in the coming days. “

Now, the days turned to weeks and there is still no clear answer from the client. Finally, the customer who has been the proposal of Jerry really impressive, they decided, with the current provider, stay for the moment.

Although Jerry understands that it is difficult to win customers from its main competitors, and instead of buying, but disappointed with the result. Now Jerry wonders what he could do more to ensure that we win the race.

Undaunted, Jerry tries to become the Six Thinking Hats to help all aspects of what the customer thinks, to win their next sale.

Structuring the sales pitch for the thought you hats

For the uninitiated, Six Thinking Hats is a decision to create tools and a group of people to generate ideas quickly, without allowing personal feelings or personal ego on the road. Essentially, six hats:

• Blue Hat – Define and manage the agenda and purpose of the meeting

• White Hat – Collection of information and participation

• Yellow hat – logical advantages and positive feedback

• Black Hat – logical negative feedback could be that the costs of side effects

• Green Hat – share ideas, alternatives, suggestions, opinions, interesting, provocative, etc.

• Red Hat – instinctive instinctive feelings or emotional states, without any justification

During the six thinking hats can be used to solve problems, ideas, strategies or allocation of the economy, here’s an example of how you can use to win more sales and more customers.

Before every sales meeting, make sure the episode to make the meeting should be conducted. set at the beginning of each meeting or communication with a client, with the blue hat on the agenda and purpose of the meeting. As customers are busy people, you want to know what you want to discuss with them and for how long. set E ‘possible sentence of his blue hat as a valid reason, it is simply a reminder clear, accurate and comprehensive to their customers to change or avoid an important matter.

Alternatively, you can also explore the blue hat on some issues with the client, beginning with “Would you be willing to explore something new in order to reduce costs and results?”.

In addition to defining the agenda and the theme of the conference, you can also use the blue hat:

• Have a conversation between you and your customers, so that any problems are detected in time

• Decide if you need to set the meeting schedule on client feedback;

• Propose the next steps, and an agreement score next steps

Win customers to think your way

Once the program and the focus of the session is established with the client, they can be structured, what to do, whether to buy from you at all. In summary, a series of proposed measures to meet their sales figures:

1. White hat:

o If you research the client and understand something about your current situation, can we really begin to share what you know and get validation when you get the facts right

Ask questions to determine what type of solution you use, and it will be frustrated if they were to move to a new and better solution in future

2. Yellow Hat

o ask them what they like most about your current solution that

3. Black Hat

Brand or what areas of improving the current solution, and because these issues are important, they

While this may or positive, the reality is always the customer to one of the negative aspects of their current provider in a positive way!

4. Green Hat

Explore with your client advisor or possible solutions to challenges

5. Red Hat

Verify that the client or an immediate, instinctive.

o Be sure to discuss or not to justify the client at this stage

6. Blue Hat:

You want to check with the client or prosecute, especially if you have a response

o You can then decide whether the customer of the State of Black Hat deficit, which is proposed, or even put them in the yellow hat, what you say and to share their strengths

o In all cases, use the blue hat, the customer of its next session to take action or to identify new phase

In the words of Sun Tzu in The Art of War, the victorious army is planning for victory before the battle, the battle of the defeated army, before the victory “plan, the planning of their meetings with the client The key factor for the success of the sales meeting. The fact that many sellers do not think before customers and that is precisely why can improve their sales, despite their efforts.

As Dwight Eisenhower summarized as follows: “In view of the struggle, I discovered that plans are useless but planning is indispensable,” the use of six hats of thinking does not follow a fixed schedule, regardless of what that the answers I am a customer. And: “Why did you choose how you want your clients to make the call, so you know what risks might repeat And everything depends on you to make the system flexible ..

customer objections handling “Using the Six Thinking Hats

When using the Six Thinking Hats for direct talks sales, the number of objections from customers to reduce, this does not mean that clients do not oppose anything.

That’s what you need to know, given the costs:

• This does not mean that the objections that are closer to the sale to be overcome. Have you done everything possible to avoid objection

• Never, never getting into an argument when the client has raised an objection that to win the argument but lose the sale and

• In general, the objections and concerns that the client not to kill the sale. So instead of waiting for the defense to take the initiative to address the concerns of their customers and gain their trust

So here are some tips for using the six hats for handling objections:

1. Black hat

or use the client to their concerns, perception of potential risks and issues that do not like to discuss.

Or do not stop because they express their concerns and objections. Only a willingness to abandon all their positions until they have exhausted all the negative thoughts

2. Yellow Hat

o Once the client has any concerns or objections have been exhausted says everything about you, especially if the problems can be solved over

Encourage or continue to say why you want. If we are much more positive aspects about you and your solution may be said, objections have already said, this is less of a problem

3. Green Hat

Explore with the client or how they solve their problems. Although you can great ideas for the solution, customers have concerns with the participation of its customers with solutions that could give their best interest to create greater buy-in address

o If it is not possible (especially if it’s a matter of price), get the customer to evaluate the expressed will be willing to compromise on their demands

4. Red Hat

O Check that subtle changes in facial expressions of the client or the position of the body. To determine whether to give a positive or negative signal unconsciously.

5. Blue Hat:

Agree or in the next step for the actions of the client

Č.j. is sales worldwide Force Effectiveness (SFE) by experts who have helped international companies to increase their profits from sales in China and out of reach. So far č.j. It is the first and only Asian Sales Force Effectiveness, the experts were invited to speak at the American Society for Training and Development (ASTD) International Convention. Č.j. has contributed to:

• The international hotel chains such as InterContinental Hotels Group, the Sofitel and the Ascott Group’s board promoted to director of sales for the transition between the sales staff of officers, high performance sales team

• Large pharmaceutical companies like Bristol-Myers Squibb, Merck and Roche to develop the managerial skills of leaders to inspire their people to outstanding performance

• World leader in the construction industry such as Philips, Saint-Gobain, Ingersoll Rand to achieve in the development of skills in your area selling a quantum leap in the sales force.

Coorporate Real Estate, your business and real estate partner

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