News

The Little Things Matter When Selling to Clients

The Ritz Carlton in the Cayman Islands was an incredibly expensive condo. The developer was very successful in the early days of development and I asked him how he was able to pre-sell half of this very costly building. He told me that it was the weirdest thing. He was on Seven Mile Beach in the Cayman Islands and he decided he would get up really early to create small hut and stand in it. There was nothing more to it. When anyone that’s very affluent goes to the Cayman Islands, they always go to Seven Mile Beach. It’s the best beach. Many would get up early to go for walks and they would watch him for a couple of days. By the third or fourth day they’d come and ask him, “Why are you standing in this hut?” and he would tell them, “Well, I’m building this hotel behind us. It’s going to be the Ritz Carlton. The most exclusive hotel in the world.” He pre-sold half of a $650 million project in a hut by himself because, once he had their attention, inevitably people were interested.

Toyota’s Customer Follow Up

My wife and I wanted an SUV, a Toyota Sequoia. Just like most buyers, we knew the model we wanted, we knew what options we wanted and we knew how much we wanted to pay, but, of course, I wanted to test-drive the car. So, I went into the Toyota dealership and I was very clear and concise about what I was looking for and what I wanted to pay. They told me that they didn’t have exactly what I was looking for, and even though they could not give me what I wanted that day, they did not let me leave without asking me to register.

Improve Your Sales Presentation Skills Before Your Next Meeting

The Punta Mita Four Seasons Experience

An example of a great sales office experience is the Punta Mita Four Seasons. They have three sales reps that each earn over $1 million a year in commission selling the most expensive real estate in Mexico. There have been a number of highly publicized murders of foreign tourists in Mexico and you’d think that would make selling real estate a challenge, but it doesn’t stop these guys. They’ve nailed the experience.

Creating an Experience in the Sales Office

The Discovery Process (The Best Timeshare Sales Team Ever)

Abercrombie & Kent is well known for putting together very expensive safaris and other outrageous trips. After many years of success, they decided to create a real estate division with 10 highly paid timeshare salespeople to sell what they called a “private residents club.” These were like timeshares, except much more expensive. And, unlike the usual timeshare sales model, the entire sales process took place over the telephone.

Greeting a Client (Mirroring)

How you conduct yourself while greeting and meeting with a client plays an important role in how successful you will be in building a relationship with them. I had the opportunity to explain this while in India:

What Role Does the "80/20 Rule" Play in the Sales Process?

Test and Learn

Make the Stories Social

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

Surf Waves

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

Make Fans the Heroes

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

Create Platforms That Fans Can Build On

Introduction: Tourism Australia Case Study

Procter & Gamble came to N5R with a problem...

Keeping Up-to-Date with Social Media

Facebook as Your CRM System

How Consumers Control the Market and Why it Matters to You

Video Skype and FaceTime are extremely powerful mediums. They give you a chance to show your consumers your product as if you were together in person, though obviously in person is always way better.

Why Add More Personalities to Your Sales Video?

YouTube Sales Tip:

YouTube is the number 2 search engine in the world and you can use it in some interesting ways.

Videos today can be produced very inexpensively and are a very powerful sales tool for two reasons.