Consider This

Robert Stevenson’s Thoughts on the Pursuit of Excellence


Why Most Salespeople Fail

August 5, 2018

by Robert Stevenson

I am preparing to present a program to the Florida Realtors Association. While doing research on their industry, I ran across two very disturbing statistics: 75% of Realtors fail in their first year and a total of 87% fail in their first 5 years. Wow! That is just shocking. SO, I continued on in my research to find out why do only 13% survive?



Passing the Baton in Business

February 25, 2018

by Robert Stevenson

Companies today, must involve lots of people in the process of serving a client, and clients understand that. But, we need to never lose sight that the ORIGINAL contact, the salesperson, the person who convinced the client to buy the product/service … the person who created rapport, confidence and trust with the client … should NEVER drop out of the process.



The Big Three in Selling

February 11, 2018

by Robert Stevenson

Developing rapport, trust and confidence are all critical if you want to make a sale. You cannot influence a client without first creating rapport. With rapport you have mutual attention, a connection, a feeling of commonality that you are in this together. You need to be in sync with your client and you can’t do that unless you try and look at the situation through their eyes. As the late, great Stephen Covey once said: “Seek first to understand, then to be understood.”



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