Stand-Up Performance Techniques For Real Estate Professionals

What is art? Art is what moves us emotionally — whether it is a play, a book, a movie or a song. In order for the artist to move the audience emotionally, they must first affect their own emotions. In sales, it is an established fact that people buy when they are emotional. This seminar will teach the various intensity levels of performing and how this philosophy applies to sales. You cannot sell at 1-5 and expect a 6-10 reaction, and, when the customer says, “no,” walk out the door and be 6-10 in your anger and disappointment.

Overcoming the buyer’s concern and persuading them to purchase is the same thing that comedians do with an audience. Through their self-confidence and the ability to connect to their talent at will, top comedians are able to entertain audiences that do not want to be entertained.

This seminar includes talks on overcoming the reluctant sales call, persuading customers to buy and class exercises in “riffing” — the ability to connect to the salesperson’s store of product knowledge and to deliver it in a personable way.

Key Psychological Techniques
The Three Psychological Techniques to Overcome Performance Anxiety

  • No attaching: Comedians as well as salespeople often deal with rejection. This technique will help us avoid attaching a “failure” label to ourselves, and instead focus on overcoming the concerns of the customer.
  • Opinions vs. Judgments: Opinions are individual truths and judgments are universal truths. We should take the objections of the customers not as a judgment on ourselves, but as their opinions, which we will influence to change.
  • Validation: The superstars of comedy can make an audience laugh even if they do not want to be entertained, and the top salespeople can entice a customer to buy even if they came to browse. Can you only sell to someone who wants to buy?
  • Learning Styles: There are three distinct learning styles: audio, visual and tactile kinesthetic. We all learn in three styles, but each of us has a preferred style of learning. Comedians such as Lucille Ball, Steve Martin and Richard Pryor performed in all three learning styles, which means they were understood by nearly everyone in the audience. If you understand your client’s learning style, you will be able to communicate with them more effectively. To discover your learning style, take the test at:
    http://www.metamath.com//lsweb/dvclearn.htm

Key Performance Techniques
Three Performance Techniques for the Best Possible Presentation

  • Timing and Pausing: At the end of a punchline, a comedian pauses to allow the audience to laugh. The salesperson must use pausing to allow the customer to sell him or herself on the product.
  • Upwriting: Enhancing speech patterns to sound more confident about the product you are selling.
  • Riffing: The ability to connect to the salesperson’s store of product knowledge and to deliver it in a personable way.