Hey gang, this is Mike with My Real Estate DOJO and today’s lesson is about the 4 levels of sales. Level 1 is telling. What is telling?
The customer calls in for whatever services you, if you’re in real estate, if you are selling cell phones, PCs- whatever. Customer calls in and the customer ask about your product and your services and the first thing you tell them is the price: “The prince is this, this is an iPhone and it costs 300 bucks”. So that’s level 1. Level 2 you’re at a higher level up, but now you are talking about features, it’s all about features.
So the customer comes in and wants to buy this iPhone and you “Hey, this is an iPhone it costs 400 bucks, it has 10 GB and it does this much ramp etc” So you are talking about the features. Now level 3 you’re talking about the benefits.
The same customer comes in and now you are saying “Hey, the price is this, here are the features, the benefits are it’s going to save you time, because it's a gadget its going to get you from point A to B, it has navigation and a flashlight”. In this level 3 you are more advanced, because you are talking about the benefits as much as the features and the price. Level 4 is the best level to be in and its going to take you a significant amount of time to get there. In Level 4 you are adding value.
You are not talking about the product, you are not talking about the benefits or the features, you are talking about that stuff, but you are adding value. Let me give you a couple of examples. When Steve Jobs got on the podium and talked about the iPad, he didn’t talk about the price, the benefits or the features, even though he did in his presentation, what he said is “This is an iPod that holds 1000 music and goes right into your pocket. He added significant value to the consumers’ life. In my own case, when a motivated seller calls Mr. Investor and they want to sell their home, I am not doing sales level 1 or level 2 or level 3.
I am doing sales level 4. When they call, I educate them, I add value to their life explaining all the options-what I call a ‘superhero closing’. That seller know that I know more than these other guys and I’ve created myself to be an authority in his mindset as I am providing them value and educating them.
Whereas the guy at level 1 comes into the house and says: “Hey I can give you 60 000 and your house is worth 100 000”. The sales guy number 2 comes in says: “I’ll buy your house fast, I’ll pay for your closing. I’ll give you 60 000 and your house is worth 100 000”. Sales guys 3 comes here and says: “Hey, I’ll help you move to the next chapter of your life. We’ll leave all this headache behind”. And sales guy number 4, like me, comes into play like me and says….Gang, want to watch the remainder of the video, come join my Smart Coaching.
It’s performance based – when you get paid, I get paid. Guys, if you like these videos, please like, please share, please comment, Go out there and hustle and bustle.
Don’t take ‘no’ for an answer.
This is America, the greatest country ever. Go make 2016 your year, talk to you later gang.