How Time Kills Deals and Ways to Move the Sales Along | Tim Rohrer - 1694

In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales.

Time can kill sales: How is this possible?

• Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day.

• However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them.

• Always close a deal quickly and use tools to help you do so. For example, consider creating sales templates to give potential clients an idea of what they’re getting into. Then have them come in the very next day to have them sign the contract.

Strike while the iron is hot!

• Those within real estate know, more than likely, there will always be two decision-makers when closing a deal. You show them everything they need to know to help them decide immediately.

• However, one potential client says we must consider it, and the other agrees. Do you let them leave so they think about it?

• The short answer to this is no! Tim shares why you must keep questioning them when they tell you we’ll think about it.

What if the decision-makers are away?

• Tim shares why salespeople need to improve their communication and presentation skills. You won’t always be selling directly to the decision-makers. Sometimes you have to deal with the influencers.

• Influencers are your future salespeople. However, they’re not as good as you!

• Tim shares how you can help them remember key points of your presentation, so they’ll do an excellent resale to the decision makers.

“Be ready to do business today with people who say yes” - Tim Rohrer

Resources

Tim Rohrer’s Book: Sales Lessons From The World’s Greatest Mentor

Tom Freeze’s Book: question-based selling

Website: TimJMRohrer.com

Sponsorship Offers

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Credits

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