International Builders Show Wednesday, January 20, 2009
▪ 10:15 AM – 11:45 AM ▪ Las Vegas, NV
Insider
Secrets
to Build a Dynamite Sales Team presented by
MELINDA BRODY, MIRM, JODY PILKA, MIRM & JOHN A. PALUMBO, MIRM Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team MIRM, is President of Melinda Brody and Company, Inc. located in Orlando, Florida. Her firm has evaluated more than 10,000 salespeople through her time tested professional mystery shopping service and Melinda TRULY "walks her talk" in the world of sales!
Melinda Brody,
The firm now celebrates its 22nd year in the building industry working exclusively with builders to evaluate and motivate their on-site sales team through high energy, REAL world sales seminars and "state of the art" video shopping. As a prominent instructor for the Institute of Residential Marketing, Melinda teaches The Challenges of New Homes Management and Certified New Home Sales Professional programs. As a keynote speaker, she has presented to home Builder Associations nationwide as well as the SEBC, PCBC and IBS Super Sales Rally. Melinda's clients include Engle, Toll Brothers, Lennar, Maronda, and K Hovnanian and her firm is a 6 time M.A.M.E. award winner for Marketing Excellence All Melinda ever learned in sales is from her 19 year old daughter, MASTER CLOSER, Sarah Brody. Contact Melinda at (407) 294-7614 ext 301 or
[email protected]. Visit www.MelindaBrody.com.
Jody Pilka, MIRM, is the former VP of Sales and Marketing for Ryan Homes (NVR), one of the nation’s largest homebuilders where she has managed over 6.8 billion dollars of new Homes Sales since 1980. Jody now has her own consulting company, Jody Pilka and Associates. She holds a BA in Communications (SUNY) and Masters in Education from the University of Maryland. She is a M.I.R.M. and is a past Trustee of the National Sales and Marketing council as well as being a past Trustee of the Institute of Residential Marketing. In addition to teaching IRM IV, IRM III and IRM II, she has also taught CSP classes for HBAs locally and nationwide. While at Ryan, Jody was instrumental in developing and teaching numerous sales and marketing courses for her company. Jody‘s contact info: (301) 412-9280.
[email protected]
John Palumbo, MIRM, is CEO of The Sales DNA Institute, an idea studio and research laboratory for sales and marketing management. Since 1985, he has presented hundreds of dynamic, visionary speeches and seminars internationally on the science of sales and influence. John’s programs, including Closing Encounters, Close and Grow Rich, and The Closing Numbers, are designed specifically to boost sales and are custom modified to meet exclusive company needs and current economic conditions. With more than three decades of selling experience and over one billion dollars in CLOSED real estate sales, John has the ability to take individuals and organizations to new dimensions of selling excellence. HBA’s nationwide also book John as an IRM and CSP instructor for the experience, insight, and animation he reputably brings to the class. John is author of Close and Grow Rich and his bestseller, What’s Your Sales DNA? Visit www.SellingOnStage.com for access to John’s articles, calendar, and complimentary e-newsletter. 10175 Fortune Parkway, Suite 101 // Jacksonville, FL 32256 P: 904-641-2043 // F: 904-448-1112 // E:
[email protected] // www.MySalesDNA.com .
Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team
Hiring 1. Have them bring traffic ideas ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 2. Ask hypothetical questions ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 3. Are they a player or a blamer? ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 4. Speed hiring ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 5. Favorite business book ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 6. Fleet sales are over! ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 7. What managers are REALLY looking for ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team 8. Semper Fi Model ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 9. Rate for Return ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 10. How to find the stress cracks ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 11. Listen to their vocabulary ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 12. Look at their professional appearance ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 13. Do they talk to much? ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 14. Do they blame? ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 15. Do they close you for the sale? ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team
Training 16. Support materials ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 17. Write up sales experiences ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 18. Competitive Brain Dump Activity ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 19. Open Sesame Activity ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 20. 5 – 5 – 5 – 5 = 1000 Marketing Campaign ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 21. The student inspires the teacher ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 22. Shorter meeting, higher content ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
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45 MORE Insider Secrets to Building a Dynamite Sales Team 23. Who’s your CLO? ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 24. The leaky roof ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 25. Quit preaching and start teaching! ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 26. Sales is a “Planned Activity” ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 27. Build their production knowledge ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 28. Product Day ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 29. Discuss job responsibilities ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 30. Unique Selling Proposition ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team
Motivating 31. Bonus for top shop score ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 32. Five ways to say “thanks” ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 33. Praise with coins ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 34. Job swap ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 35. Spa Day ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 36. Reward the award ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 37. Oh please! ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
Copyright © 2009
45 MORE Insider Secrets to Building a Dynamite Sales Team 38. Out for lunch ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 39. Those darn kids ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 40. Press the flesh ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 41. Sales competition ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 42. Comedy club ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 43. Instant reward ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 44. Special event ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ 45. Inspirational theme ____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________
Copyright © 2009
