Giving something forethought is a great way to start just about anything–your week’s meals when you’re trying to lose weight; your 401K contributions when you’re planning for retirement; and even your interactions with customers.
There are a few levels of forethought–the first is your basic to-do list, covering what you plan to do in your day or week. The next addresses the goal behind the items on your to-do list. But there’s another level of forethought that I like to think of it as an Olympic level because it’s a long-term, highly-detailed plan for how you’re going to reach your goal.
1Olympic athletes do more than visualize a gold medal finish. They make and follow strict eating and training plans LONG before their events. It’s a physical and mental thing.
So you want to close that next new home sales or make six figures? What do you need to do today, tomorrow, next week, next month? And how are you going to do each of those things?
It’s the same for sales professionals–the more you plan ahead, the better prepared you’ll be, the more confident you’ll feel, and the more likely you are to accomplish your goals. Let’s say you have a follow-up appointment with Mr. and Mrs. Smith. Rather than playing it by ear, play the whole thing through before they even show up.
Maybe you realize that when your prospects came in the first time, you ended up focusing on Mr. Smith because he was the talker. So this time, you think about how to engage Mrs. Smith. You write out a list of the questions you plan to ask her, when you’ll ask them, how you anticipate she’ll respond, and what you’ll do from there. You plan which homes you’ll show the couple and how you’ll handle the obstacles and questions that may come up. You strategize which sites you’ll show them (based on what you learned about them on their first visit) and the questions you’ll ask at each point along the way. It can go on and on, but you get the idea.
Really spend some time with the prospects before they even arrive. That way, when they show up, you’re more than ready.
Comment below on ways you’ve used forethought to your advantage recently.
Contributed by Jason Forrest, new home sales trainer/coach
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.