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Find Your Fan Factor5 Attributes of a FANatical Salesperson
1. RELEVANT
Selling has not changed
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
Buyers have changed
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
90% Used Internet to Search For New
Homes
2013 Digital House Hunt
72% Began Research with a Google Search
SalesForLife.com, Sept 2014
70% of consumers actively engaged in social media have made a purchase as a result of being
connected online.
Business Wire, Nov. 2012
80 - 90% of buyer’s decisions are influenced by online reviews
SalesForLife.com, Sept. 2014
“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
R.I.P. Sales Funnel
#FANaticalSelling @MeredithCSP
Hello Buyer’s Journey
The Buyer’s Journey: The research and decision making
process buyer’s use to make a decision.
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
Your Job: Meet Them On Their Journey
#FANaticalSelling @MeredithCSP
11 Searches Prior to Taking Action
24% Take Action Same Day
2013 Digital House Hunt
40% Take Action 120 Days
Engage Later in the Journey
Informed
Empowered
Invested
Expectations
FANS
2. INSIGHTFUL
Context: Explains WHY content matters
Content Without Context Doesn’t Add Value
3. CURIOUS
The Fan’s Journey
#FANaticalSelling @MeredithCSP
How do you know what phase of the journey they are in?
By the questions they ask you!
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
What size and type of homes are in this
community?
What energy features do you
have?
Do you have any homesite left that you can build the
model on?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
Purpose of Conversation
What’s the mission today?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
What Information is Known? What do you know about our
community so far?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
4. AUTHENTIC
“ T h e p r o b l e m w i t h q u o t e s o n t h e I n t e r n e t i s
t h e y a r e h a r d t o v e r i f y. ”
~ A b r a h a m L i n c o l n
Authenticity Is Big Business
Dove Campaign for Real Beauty
Competence is Not Enough
Credibility Matters More
Authenticity Must Be Win-Win
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
Trust Breaker #1 Make It About You
✓ Take Over ✓ One Up ✓ Over Correct
Make It About You
Trust Breaker #2 Don’t Explain the Process
Don’t Explain the Process✓ Notes ✓ Questions ✓ Next Steps
Trust Breaker #3 Fail to Ask For Feedback
How Are We Doing So Far?
GetTalk.at/TSMC
FREE Book, Slides & Extra Goodies
Introducing Builder Blab
BuilderBlab.com
5. SUPER FANS
#SUPERFAN
IT’S NOT ABOUT YOU✓ Stop Talking
✓ Start Listening✓ Know Your Fans
Remember Your Why
Remember Their Why
Beautiful Life
What’s Your #FANFACTOR?
GetTalk.at/TSMC