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Selling Real Estate Services: Third-Level Secrets of Top Producers

作者: Robert A Potter 著

出版社: Wiley

出版时间: 2008-09

版次: 1

ISBN: 9780470375969

定价: 302.50

装帧: 精装

开本: 其他

纸张: 其他

页数: 224页

正文语种: 英语

丛书: TMEZ - Talent Management Essentials

分类: 外文古旧书>英文书>生活

1人买过

PraiseforSellingRealEstateServices"SellingRealEstateServicesshowsyouhowtostopbeingavendorandstartbeingapartner.BobPotter′sThird–Levelconceptwillhelpyouwinmore,havemorefun,andbuildgreaterclientloyalty.It′saplaybookforsuccess."—RogerT.Staubach,ExecutiveChairmanfortheAmericas,JonesLangLaSalle,andfounderofTheStaubachCompany"It′snotjustaboutselling;it′saboutwinning.Justintimeforoneofthemostcompetitivemarketsinageneration.Bepreparedtowin."—RobertA.Ortiz,ExecutiveManagingDirector–U.S.Operations,Cushman&WakefieldInc."BobPotter′sThird–LevelSellingoffersaprogressive,advancedapproachtobuildingtrust,demonstratingvalue,andwinning.Whetheryouarenewtorealestateoraseasonedveteran,itwilltakeyourcareertothenextlevel."—CraigRobbins,ChiefKnowledgeOfficer,ColliersInternational"Businessdevelopmentneverstopsforsuccessfulrealestatecompanies.BobPottergetsit,andhissimplestrategiesandtechniquescanbeimplementedimmediatelyacrossasales–orientedorganization.Thisbookisagem."—TomDonnelly,PresidentandCOO,ValleyCrestLandscapeDevelopment"Rarelydobookscapturetheessenceofsuccessinourindustry.Third–LevelSellinghelpsoneunderstandhowyoubuildlong–termcommittedrelationshipswithclients.Thisbookisaroadmaptobecomingatopproducer;Ionlyhopethatmycompetitiondoesn′treadit!"—DanWiney,ManagingPrincipal,Gensler RobertA.Potterisacommercialrealestatesalesandstrategyspeaker,trainer,andconsultant.Hisclientsincludemanyofthebest-knownrealestateservicefirms. PARTI:ItsAboutWinning:WhyYou?AirbagversusDifferentiator.Chapter1Third-LevelSelling.VendorDifferentiationversusClientDifferentiation.Level1:VendorsPitch(Airbags).Level2:PreferredProvidersPositionTheirOfferingAgainsttheCompetitions.Third-LevelSelling:StrategicPartnersDifferentiateontheClient.DeliberatePractice:AreGreatSalesPeopleBornorMade?DeliberatePracticeforThird-LevelSelling.Chapter2How(andWhy)ClientsChooseYou.HowClientsChooseYou.ClientDifferentiators.VendorDifferentiators.StandardLifeInvestmentsRealEstate(SLIRE)Example.PickYourBattles.DeliberatePractice:How(andWhy)ClientsChooseYou.Chapter3NavigatingFromVendor(Level1)toPreferredProvider(Level2).SearchPhase:Level1-PitchtoGetInvited!ScreeningPhase:Level2-PositionversusCompetition.PositionDifference,Preference,andProof.HarvestingSpecificTestimonials.RankasProof.ExperienceIsSimplytheNameWeGiveOurMistakes.(OscarWilde).BestOutcome.Congratulations!YouMadetheShortListofPreferredProviders.DeliberatePractice:FromVendortoPreferredProvider.PARTII:ThirdLevel:FromPreferredProvidertoChosenPartner.ClientEyes.DeliberatePractice:Third-LevelClientProfile.Chapter4AcceleratingPersonalRelationships.FindCommonGroundtoAccelerateRelationships.TheRelationshipGame:ThreetoFiveQuestionstoUncoverAmazingStories.DeliberatePracticeforAcceleratingRelationships.Chapter5AcceleratingProfessionalRelationships.WeResearchtheHellOutofThem.RaisetheFlashlight.WhatsChanged?TheUltimateStrategicQuestion.LookingforCID.Give-and-TakeQuestions.GainingAgreementtoExploreSolutions.DeliberatePracticetoAccelerateProfessionalRelationships.Chapter6FindingProject/PropertyDifference.OurBrokersNeedtoKnowourBuildingsBetterThanWeDo.BecauseYouDidntAsk.StarttheProjectbeforetheMandate.DeliberatePractice:Project/PropertyDifferentiation.Chapter7FindingandAligningtoClientPreferences.PreviousExperience.EducatingClientConcerns.WhatCouldGoWrong?ClientVisions.YourCompetition.UnhookinganIncumbantCompetitors.DeliberatePractice:FindingDifferencesinClientPreferences.Chapter8FindingandAligningtotheClientsDecisionProcess.DeliberatePractice:FindandAligntotheDecisionProcess.Chapter9Third-LevelProposalsandPresentations.FromVendor-centrictoClient-centric.Third-LevelPresentationsAreClient-centric.DeliberatePractice:Third-LevelProposalsandPresentations.Chapter10PricingandThird-LevelNegotiation.WeLostonPrice?WhoWouldYouChooseIfPricesWereTheSame?Third-LevelNegotiating.DeliberatePractice:PricingandThird-LevelNegotiation.PARTIII:WinningwithoutCompetition.Chapter11Third-LevelClientSatisfaction.HighlySatisfied(versusSatisfied)ClientsTwiceasLoyal.TakeCareofIt(Satisfied)andTakeCareofMe(HighlySatisfied).Referral:TheBestMeasure.ClientAdvocates:TakingCareofYou.DeliberatePractice:DelightingClients.Chapter12WinningintheInvisibleMarket.InvisibleMarketDanger:UnqualifiedClients.DoesThisClientHavetheProblemsYouSolve?FindingandAligningtotheServiceDecision.DeliberatePractice:WinningintheInvisibleMarket.Chapter13ManagingThird-LevelSellingSkills.TrackPerformanceMetricstoDriveThird-LevelBestPractices.CoachingResultsNotJustBehavior.CallPreparationandMomentumRecommendations.CallReviewandDiagnostics.Coaching.PresentationsandRecommendations.Chapter14FinalThoughts.GetwithClients.EnlightenedSelf-Interest.Appendix1:BCCIValueProposition.Appendix2:CompanyMessageAccelerationExample.Appendix3:ClientProfile.Appendix4:ClientProfilewithQuestions.AbouttheAuthor.Index.
内容简介:
PraiseforSellingRealEstateServices"SellingRealEstateServicesshowsyouhowtostopbeingavendorandstartbeingapartner.BobPotter′sThird–Levelconceptwillhelpyouwinmore,havemorefun,andbuildgreaterclientloyalty.It′saplaybookforsuccess."—RogerT.Staubach,ExecutiveChairmanfortheAmericas,JonesLangLaSalle,andfounderofTheStaubachCompany"It′snotjustaboutselling;it′saboutwinning.Justintimeforoneofthemostcompetitivemarketsinageneration.Bepreparedtowin."—RobertA.Ortiz,ExecutiveManagingDirector–U.S.Operations,Cushman&WakefieldInc."BobPotter′sThird–LevelSellingoffersaprogressive,advancedapproachtobuildingtrust,demonstratingvalue,andwinning.Whetheryouarenewtorealestateoraseasonedveteran,itwilltakeyourcareertothenextlevel."—CraigRobbins,ChiefKnowledgeOfficer,ColliersInternational"Businessdevelopmentneverstopsforsuccessfulrealestatecompanies.BobPottergetsit,andhissimplestrategiesandtechniquescanbeimplementedimmediatelyacrossasales–orientedorganization.Thisbookisagem."—TomDonnelly,PresidentandCOO,ValleyCrestLandscapeDevelopment"Rarelydobookscapturetheessenceofsuccessinourindustry.Third–LevelSellinghelpsoneunderstandhowyoubuildlong–termcommittedrelationshipswithclients.Thisbookisaroadmaptobecomingatopproducer;Ionlyhopethatmycompetitiondoesn′treadit!"—DanWiney,ManagingPrincipal,Gensler
作者简介:
RobertA.Potterisacommercialrealestatesalesandstrategyspeaker,trainer,andconsultant.Hisclientsincludemanyofthebest-knownrealestateservicefirms.
目录:
PARTI:ItsAboutWinning:WhyYou?AirbagversusDifferentiator.Chapter1Third-LevelSelling.VendorDifferentiationversusClientDifferentiation.Level1:VendorsPitch(Airbags).Level2:PreferredProvidersPositionTheirOfferingAgainsttheCompetitions.Third-LevelSelling:StrategicPartnersDifferentiateontheClient.DeliberatePractice:AreGreatSalesPeopleBornorMade?DeliberatePracticeforThird-LevelSelling.Chapter2How(andWhy)ClientsChooseYou.HowClientsChooseYou.ClientDifferentiators.VendorDifferentiators.StandardLifeInvestmentsRealEstate(SLIRE)Example.PickYourBattles.DeliberatePractice:How(andWhy)ClientsChooseYou.Chapter3NavigatingFromVendor(Level1)toPreferredProvider(Level2).SearchPhase:Level1-PitchtoGetInvited!ScreeningPhase:Level2-PositionversusCompetition.PositionDifference,Preference,andProof.HarvestingSpecificTestimonials.RankasProof.ExperienceIsSimplytheNameWeGiveOurMistakes.(OscarWilde).BestOutcome.Congratulations!YouMadetheShortListofPreferredProviders.DeliberatePractice:FromVendortoPreferredProvider.PARTII:ThirdLevel:FromPreferredProvidertoChosenPartner.ClientEyes.DeliberatePractice:Third-LevelClientProfile.Chapter4AcceleratingPersonalRelationships.FindCommonGroundtoAccelerateRelationships.TheRelationshipGame:ThreetoFiveQuestionstoUncoverAmazingStories.DeliberatePracticeforAcceleratingRelationships.Chapter5AcceleratingProfessionalRelationships.WeResearchtheHellOutofThem.RaisetheFlashlight.WhatsChanged?TheUltimateStrategicQuestion.LookingforCID.Give-and-TakeQuestions.GainingAgreementtoExploreSolutions.DeliberatePracticetoAccelerateProfessionalRelationships.Chapter6FindingProject/PropertyDifference.OurBrokersNeedtoKnowourBuildingsBetterThanWeDo.BecauseYouDidntAsk.StarttheProjectbeforetheMandate.DeliberatePractice:Project/PropertyDifferentiation.Chapter7FindingandAligningtoClientPreferences.PreviousExperience.EducatingClientConcerns.WhatCouldGoWrong?ClientVisions.YourCompetition.UnhookinganIncumbantCompetitors.DeliberatePractice:FindingDifferencesinClientPreferences.Chapter8FindingandAligningtotheClientsDecisionProcess.DeliberatePractice:FindandAligntotheDecisionProcess.Chapter9Third-LevelProposalsandPresentations.FromVendor-centrictoClient-centric.Third-LevelPresentationsAreClient-centric.DeliberatePractice:Third-LevelProposalsandPresentations.Chapter10PricingandThird-LevelNegotiation.WeLostonPrice?WhoWouldYouChooseIfPricesWereTheSame?Third-LevelNegotiating.DeliberatePractice:PricingandThird-LevelNegotiation.PARTIII:WinningwithoutCompetition.Chapter11Third-LevelClientSatisfaction.HighlySatisfied(versusSatisfied)ClientsTwiceasLoyal.TakeCareofIt(Satisfied)andTakeCareofMe(HighlySatisfied).Referral:TheBestMeasure.ClientAdvocates:TakingCareofYou.DeliberatePractice:DelightingClients.Chapter12WinningintheInvisibleMarket.InvisibleMarketDanger:UnqualifiedClients.DoesThisClientHavetheProblemsYouSolve?FindingandAligningtotheServiceDecision.DeliberatePractice:WinningintheInvisibleMarket.Chapter13ManagingThird-LevelSellingSkills.TrackPerformanceMetricstoDriveThird-LevelBestPractices.CoachingResultsNotJustBehavior.CallPreparationandMomentumRecommendations.CallReviewandDiagnostics.Coaching.PresentationsandRecommendations.Chapter14FinalThoughts.GetwithClients.EnlightenedSelf-Interest.Appendix1:BCCIValueProposition.Appendix2:CompanyMessageAccelerationExample.Appendix3:ClientProfile.Appendix4:ClientProfilewithQuestions.AbouttheAuthor.Index.

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Selling Real Estate Services: Third-Level Secrets of Top Producers

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