3. 1. Personal & customized service to the clients specific needs 2. Friendly and enthusiastic nature 3. Prompt, accurate and helpful service 4. Aim to make a long-term relationship with the client 5. Actively seek new clients to add to your file 6. Develop a strong and intimate knowledge of your product 7. Display a passion for a company and its values

4.  More-so than words can be the difference in your client being engaged, interested and trusting in you.  Don’t position yourself higher than the client (looking down).  Take note of their posture and almost mimic them  Don’t fold your arms (defensive), hands in pockets (not professional) or point at them (aggressive).  Convey a sense of warmth and hospitality  Eliminate any bad habits or distracting mannerisms

5.  A key element so take careful note of its effectiveness, and consider key aspects such as:  Clarity  Pitch and tone  Variety and vitality  Projection  Confidence

6.  Maintain eye contact with your audience  Move your eye contact amongst everybody in the audience  Everyone should feel that you are speaking to them  ‘sweep the room’  Gauge the impressions on everyone’s face

7.  A warm welcoming facial expression is very important so try to smile and look happy and relaxed and enjoying presenting

8.  Good posture helps convey that you are confidant, knowledgeable and powerful  Be alert, confident, fresh and happy to be there  Upright, shoulder back, chest out, belly in, feet slightly apart  Relaxed and in a similar state to the rest of the audience

9.  Don’t let your dress let you down  Dress as smart as the best dressed person in the audience  If audience members are wearing suits and ties, then you should wear suit and tie  If the audience is dressed casually then it is ok to dress less formal  But should at least always be in a neat and professional attire.

10.  The basic principles are the same  Just remember that even the most skilled and experienced negotiators will feel discomfort when negotiating  The only difference is a skilled negotiator has learned to recognize, and suppress the outward signs of these feelings.

11.  Learn how to read people’s emotional states  Understand the sensitive areas of their egos  Learn how to counsel them  Help them without becoming aggressive or overbearing  Sometimes you need to re-set their sights when they’re wishes prove too unrealistic

12.  The person with the most information does better  Learn as much about the clients situation. Ask questions about their purchase & learn what is important to them. Ask questions such as:  What brought you to consider this purchase?  Who else have you been speaking to?  What was your experience with…?  What time frames are you working with?  What is most important to you about this?

13.  Learn as much about your competitors as possible. This will help to understand what is the best price you can get and prevent someone using competitors to negotiate against you

14.  Research the likely best price this client can afford  Decide on your breakpoint (the lowest amount/cheapest price you will accept in the deal, the "worst-case scenario”  Open high - Open at your maximum sustainable position – without making a first price that puts the buyer off  Plan how you will move in your proposals.

15.  Offer extras. What else can you sell that is of low value to you, and high value to them?  Offer discount if the can pay up front/deposit  Offer a better price if a larger volume purchase – longer/more rooms  Sometimes you just have to walk away. There is always someone else to sell to and you dot want to make a loss or give the impression that the bungalows are worth less than they are

19.  Learn how to read people’s emotional states by their body language and speech  Understand the sensitive areas of their egos  Learn how to counsel them  Help them without becoming aggressive or overbearing.  Be their solution

20. 1. The use of body language 2. The purpose of the presentation was clear 3. The format of the presentation 4. Attractiveness and clarity of visual aids 5. The presentation was well organized VG = Very good G = Good NG = Not good