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Scientific Marketing ™ Traditional sales training suggests that if you make contact with a magic number of people every day, say 10 per day or 300 per month, you will be transformed into a success. It is not the truth. It is one of the big myths of sales. Another myth is that "Farming" works. Farming is about choosing a geographical area with some large number of homes in it then sending them postcards every month or so, going out into the neighborhood door knocking and introducing yourself as the neighborhood specialist. What underlies this approach is an almost understanding of probability and statistics. If there are generally 5% turnover in the area every year, then there are 10 transactions ( a person sells his house and buys another one) for every 100 homes. What it REALLY means is that every time you knock on a door, the odds are 100 to 1 against your getting a deal. You are better off in Las Vegas playing roulette. Our Scientific Marketing™ approach is very different. It is a systematic plan to raise the odds in your favor the more often you use the system. It is designed to make your odds go from one in a hundred to 6 out of 10. |
Quantum Management Systems 1776 Park Ave., #770-242 435-649-3998 Direct
©Quantum Management Systems and Douglas Yeaman
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Management consulting to Real Estate industry. Sales Training for real estate agents.
SELL (S.E.L.L.™) training Quantum Home Tour™ Probing Training, Committing Communications™
Douglas Yeaman, Doug Yeaman founder of Quantum Management Systems wrote the book,
Power of Commitment and trains sales people in the art of selling through building relationships
rather than product-centered selling. Relationship centered selling, consultative selling,
Therefore if you knock on 100 doors, you will get 10 leads and if you convert 10% you will get one transaction.