DUBLIN, Ireland - (Business Wire) Research and Markets (
http://www.researchandmarkets.com/research/9c2f44/selling_real_estat) has announced the addition of John Wiley and Sons Ltd's new report "Selling Real Estate Services: Third-Level Secrets of Top Producers" to their offering.
Praise for Selling Real Estate Services
"Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success." - Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company
"It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win." - Robert A. Ortiz, Executive Managing Director – U.S. Operations, Cushman & Wakefield Inc.
"Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level." - Craig Robbins, Chief Knowledge Officer, Colliers International
"Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem." - Tom Donnelly, President and COO, ValleyCrest Landscape Development
"Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!" - Dan Winey, Managing Principal, Gensler
Key Topics Covered:
PART I It's About Winning: Why You? Airbag versus Differentiator
Chapter 1 Third-Level Selling
Chapter 2 How (and Why) Clients Choose You
Chapter 3 Navigating From Vendor (Level 1) to Preferred
PART II Third Level: From Preferred Provider to Chosen Partner Client Eyes Deliberate Practice: Third-Level Client Profile
Chapter 4 Accelerating Personal Relationships
Chapter 5 Accelerating Professional Relationships
Chapter 6 Finding Project/Property Difference
Chapter 7 Finding and Aligning to Client Preferences
Chapter 8 Finding and Aligning to the Client's Decision
Chapter 9 Third-Level Proposals and Presentations
Chapter 10 Pricing and Third-Level Negotiation
PART III Winning without Competition
Chapter 11 Third-Level Client Satisfaction
Chapter 12 Winning in the Invisible Market
Chapter 13 Managing Third-Level Selling Skills
Chapter 14 Final Thoughts
For more information visit http://www.researchandmarkets.com/research/9c2f44/selling_real_estat
Research and Markets
Laura Wood
Senior Manager
press@researchandmarkets.com
Fax from USA: 646-607-1907
Fax from rest of the world: +353-1-481-1716
