No Broke Months For Salespeople - The Perfect Demonstration of a Sales Conversations

Episode Date: February 17, 2024

The Perfect Demonstration of a Sales ConversationReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents dives into the art and science of sales conversations.Dan dissects and demonstrates the elements that make up the perfect demonstration during a sales conversation.Gain valuable insights that will help you elevate your sales conversations in the latest No Broke Months for Real Estate Agents episode.--------The snippet you just heard is a small taste of what you can expect from this great opportunity. If you want to improve your conversational skills through roleplaying, we've got just the thing for you. You can join in on CPI Coaching Training Session by visiting https://cpi.nobrokemonths.com/cpi-pass-access" To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

You've got to be comfortable with the silence. Don't make it so awkward, all right? This is something that I'm extraordinarily comfortable with is silence, and I have to be because when I'm leading groups like this and I ask a question, I can't be the next person who speaks. And I care about you too much to worry about my feelings. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling,

but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. My name is Dan Rochon. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. The perfect demonstration of a sales conversation. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents dives into the art and science of sales conversations.

Dan dissects and demonstrates the elements that make up the perfect demonstration during a sales conversation. Gain valuable insights that will help you elevate your sales conversations in the latest No Broke Months for Real Estate Agents episode. So what we're going to do now is we're going to do the pattern that I taught you of feedback the last few words, shut up after each time of those, then tell me more about that, then ask a specific question. So Andrew, I'm going to role play with you. I'm going to be the agent. You're going to be the consumer. So I'm going to ask you a general question and then you're just going to have to say something. I'm going to repeat back the last few words. You're going to have to say something. I'm going to repeat back the last few words. You're going

to lull and I'm going to say, tell me more about that. You're going to tell me more about that. And I'm going to ask you a specific question, but just give me brief. Don't go on and on when I'm asking. Okay. Ring, ring. Hello, this is Andrew. Hello, this is Andrew. Yes, speaking. Yes, speaking. Hey, this is Dan Roshan. Your friend Bob had asked for me to give you a call. Yeah, the real estate agent. How are you? I'm well, thank you. How are you? Doing well. What can I do for you? Doing well. Okay, now time out. So up until this point, I've repeated almost every word that Andrew said. All right, so yeah, so Bob said you were considering a sell. Are you selling? I'm thinking about it. Depends on what my job does in the next quarter or so. Okay, so it depends on what your job does in the next quarter or so?

Yeah. I might be switching locations from Arlington to DC. So I don't want to do that traffic. So I might move into DC. Okay. Might move into DC. Could you tell me more about that? Yeah. So I work at a bank in Arlington. We have a branch in DC and we might just be readjusting, reorganizing, and I might have to make the move to DC I wouldn't want to do that drive every morning from where we live in Fairfax now so Fairfax to Arlington is all right but Fairfax to DC wouldn't be the best yeah Fairfax DC would not be the best um all right so what's your time frame and I asked a specific question I move on all right so you see where I say and i ask a specific question i move on all right so you see

where i say tell me more about that that was actually perfect so i repeated back some words to him and then there was a dead silent pause and then on that dead silent pause you're going to let the pause go to make it a little bit uncomfortable for that other person to fill in but if the other person doesn't fill it in then you then the next thing you say is tell me more about that. So it's repeat, pause, listen, repeat, pause, listen. Now, you've got to be comfortable with the silence. Don't make it so awkward, all right? This is something that I'm extraordinarily comfortable with is silence.

And I have to be because when I'm leading groups like this, and I ask a question, I can't be the next person who speaks. And so sometimes I don't elicit a response. When you see weak presenters, they'll stumble over themselves because they'll get uncomfortable. And I care about you too much to worry about my feelings. Okay. So that's the way that you, so I have a lot of practice on this, right? So the better that you can be comfortable with the silence, the more effective that you can be for unraveling and digging deep. The episode you just heard is an excerpt

from the Friday scripts and role play that we do within the CPI community to be able to have agents to create no broke months. If you want to improve your conversational skills through role playing, I invite for you to try it yourself.