Have you ever wished you could be a fly on the wall of a successful person’s home? Get to see the inside of what they do, how they do it and what has been the key to their success? Well, you have your chance. Find out first hand what the habits are that Kirsty Dunphey created in her own life that contributed to her success in this snippet of an interview conducted by Dale Beaumont.

At just 21, Kirsty co-founded and became managing director of M&M Real Estate. In 2006, Kirsty sold her share in her real estate company and is now an in-demand sales and service speaker and trainer performing around 30 keynotes presentations a year.

What habits have you formed in order to create a life of success?

I’m a spontaneous person by nature and yet I realise the need to form habits, routines and patterns to shape my business days. My daily routines include:

• Exercise on a daily basis. Now that I’ve been doing this for a few months I really notice the difference on the days I miss out – I’m not as relaxed and I don’t feel as healthy.
• Make someone else feel amazing. Whether it is a staff member, a client or my partner, it’s a daily goal to make someone go home with a smile because of something I’ve recognised about him or her.
• Learn something new each day. This could be anything from a new word from dictionary.com’s word of the day or a new business technique.
• Get inspired. I usually do this by finding quotes that inspire me, these are a few of my favourites:

Success is getting what you want; happiness is wanting what you get. Ingrid Bergman

Focus always precedes success. Denis Waitley

Your attitude is either the lock on, or key to your door of success.Denis Waitley

It’s not what you are that holds you back, it’s what you think you’re not. Denis Waitley

People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. Zig Ziglar

If you don’t risk anything, you risk even more. Erica Jong

Effective communication is 20% what you know and 80% how you feel about what you know. Jim Rohn

For more of this interview and  habits of successful people check out “Secrets of Female Entrepreneurs Exposed!“

The post Habits of Successful People appeared first on Business Blueprint.

At just 21, Kirsty co-founded and became managing director of M&M Real Estate. In 2006, Kirsty sold her share in her real estate company and is now an in-demand sales and service speaker and trainer performing around 30 keynotes presentations a year.

What are some practical examples of using systems to delight customers?

If I had to pick one specialty as a sales and service professional, it would be to delight customers with personalised touches. One of my mentors has always showed me this; each year on my birthday, stunning flowers show up at my house – they’re from Glen. Even when Glen and my aunt, grandmother and mum were selling a family property in his area, he organised to get framed photographs of me from them. However, take heed: if you try and do these thoughtful touches all the time without systems in place, it can become very time consuming!

Some shortcuts that I have found to work well include:

• Pre-writing birthday and anniversary cards. Do them at the beginning of each month and it will save you heaps of time. We’ve also had great success with putting lotto tickets in cards and other inexpensive but exciting gifts into cards.
• Write your Christmas cards up as you finish dealing with the client (you’ll have less to write when it comes to November). I say November because I like to send my cards out mid-November. Don’t forget: to be remembered you have to be different, one easy way to be different here is to be first!
• Have hand written cards for certain situations in your car or desk. Some examples for real estate agents might be, the thank you card you leave after a presentation, a card for someone who is doing a great job renovating or a card that simply says, ‘I love your home, it’s the finest in the street. If you ever think of selling I’d love to give you an opinion of its value’. Do you get the feeling I’m a huge fan of sending hand written cards.?
• Set up strategic alliances with other businesses in your area so that you can offer your clients gifts that cost you nothing. I have found that local coffee shops, restaurants, movie rental places and pizza shops are always willing to participate in such alliances.

For more of this interview and how to delight your customers check out “Secrets of Female Entrepreneurs Exposed!“

The post Shortcuts to Delight Your Customers appeared first on Business Blueprint.

At just 21, Kirsty co-founded and became managing director of M&M Real Estate. In 2006, Kirsty sold her share in her real estate company and is now an in-demand sales and service speaker and trainer performing around 30 keynotes presentations a year.

What important lessons have you learnt about succeeding in sales?

The most valuable lesson I’ve learnt about succeeding in sales is that sales skills are essential for everyone. Whether you’re pitching a new idea, applying for a promotion, trying to get your kids to do something they don’t want to do or actually selling to a client in the traditional sense, there are certain elements to selling that are useful to everyone. These elements include: explanation, opposition, negotiation, culmination and celebration.

• Explanation – this involves being able to eloquently, efficiently and persuasively explain your point of view, sales pitch, concept or idea.
• Opposition – this is the point (there could be more than one) in any sales pitch where your target presents an opposition to the direction you want to take them. When someone presents you with an objection or opposition you should be overjoyed, they’re saying to you, ‘Sell to me, convince me, give me a reason to change my mind’.
• Negotiation – this is about bridging the gap (I find this the fun part). It’s about having the ability to compromise without compromising on your essential goal or your integrity – taking your target from where they are to where you need them to be without degrading your result.
• Culmination – this is about having the guts and the skills to ask for the business successfully. Without a satisfactory culmination to the transaction there’s no point in explanation, opposition or negotiation.
• Celebration – don’t forget to celebrate the experience – win or lose!

For more of this interview check out Dale Beaumont’s “Secrets of Top Sales Professionals Exposed!“.

The post Selling Techniques: The Elements of Sales appeared first on Business Blueprint.