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“John taught me who to talk to, what to say, how to get the client to open up, how to follow-up and, more importantly, when to listen and what to listen for. After learning sales skills from him I have been involved in sales in excess of two billion dollars. Thanks, John!”

Jerry Moison
Guardian Equity Growth
Los Gatos

"John gave me a little sales tip on how to get more referrals. I didn’t think it would work, but I tried it anyway. The first person I asked (who wasn’t even a client) gave me 12 referrals. Then six of the 12 completed transactions with me. John’s little sales tip caused my business to increase more than 100% over the previous year and again in the second year. Awesome!"

Dan Conrad
Smith-Craine Finance
San Francisco

"John, it is a pleasure to congratulate you on a fine career. I have an easy time recommending and extolling your selling skills. In my opinion, you are right up there with Zig Ziglar, Norman Vincent Peale and Og Mandino!"

Fred Weiss
President
Weiss Jenkins Properties
Seattle

“John exposed me to many “proven in the field” sales and marketing techniques which I still employ daily now 25 years later. John’s successful background and experience in the commercial real estate industry proved to be highly valuable and applicable in all ways to my day-to-day activity. He was foundational in helping me build a very successful career in commercial real estate.”

Phil A. Fontes
First Vice President
CB Richard Ellis
Bakersfield, CA

“The art of sales has many different levels, ranging from preliminary planning through client assessment to successful closing and follow-up. While similar in titles, these levels mean different things to different occupations or skills. The best sales person knows not only the basics but also has a broad perspective of many different applications. In my many years of business alliance with John Shaw, I have witnessed his remarkable sales and organizational abilities on countless occasions. As a banker, I have seen John successfully present and close many financial transactions, both personally and on behalf of his clients. And most importantly, I have watched him do these things - and more - with the highest level of integrity and empathy. Accordingly, I consider him a true professional and, even better, a friend.”

 Jim Taylor

"Your class could easily be called [CCIM] C-105 as selling skills are a very under represented aspect of the program and very much needed. Just the small things I have been able to do quickly have already made a tangible difference in my practice and the self confidence it gave me is not to be underestimated either."

Dave Meyer CCIM
Remax Real Estate Services
Cupertino, CA

Now you can improve your sales results by improving your sales skills. Learn how to identify and improve each of the skills to make your sales soar. This is a practical, hands-on class with forms, exercises and homework so you can apply to your specific sales efforts. Here’s an opportunity to learn from one of the great legends of real estate sales. He has a proven record of creating great real estate salespeople. You will learn things in this class you will never learn on your own.

"I know from experience that people go into sales without ever attending a sales course, reading a book about sales, or attending a seminar or having a mentor. So they pay a price for not really understanding selling every day of their life. Some make it, most do not and they lack the sales training they so badly need, selling skills."

John Shaw

Agenda

1. First Session—Overview Of The Sales Process

· How to qualify your prospects

· How to increase the quality of your clients

· How to find new opportunities

· How to handle your pre-approach

· How to use the basic steps of selling to get the sale

· How to get the prospect’s attention using multiple techniques

· How to get and use testimonial letters

· Homework assignment

2. Second Session—Nothing Sells Like Enthusiasm

· How to get more enthusiastic

· How to build trust in the sales process

· How to build trust by selling solutions

· How to give clients what they want

· How to make sure you will do what you say you will do as follow up

· How to use referral selling to gain momentum and build your business

· How to handle objections as a request for more information, not just as an objection

· Homework assignment

3. Session Three—Having A Sales Plan And A Life Plan To Increase Sales Results

· How to create a One Year Sales Plan AND a Five Year Sales Plan

· How to improve your sales efforts (You receive a set of John’s most valued possession, The Sales Game™. It represents a lifetime of selling and over 125 hours of brain storming about selling. This game alone is worth the price of the course.)

· How to put sizzle in your sales efforts with powerful presentations

· How to make recommendations that gain the prospects attention

· How to move the prospect forward to a commitment to buy

· Homework assignment

4. Session Four—Are You Following The Course And Applying The Skills?

· How to know when to stop selling

· How and when to negotiate

· How to think outside the box to add value

· How to find common ground to make the sale happen

· How to turn a prospect into a client

· How to use the Target Marketing Program™ (which has been 90-95% successful)

· Homework assignment

5. Session Five—You Give Your Sales Presentation To The Group And Tie All This Together

· How to use your sales and life plans to help you get more sales

· How to qualify prospects so you deal only with the types of clients you want

· How to get and use testimonials

· How to get referrals and follow up on them

· How to put everything together in a presentation

· How to have the biggest sales advantage over your competitors

· How to have a positive, lifelong, enthusiastic learning attitude

· How to be a world class salesperson

Awards will be given at graduation for the

1. Most Enthusiastic

2. Best Sales Plan

3. Best Life Plan

4. Best Sales Story

5. Best Presentation

6. Who Did The Most For The Class

Register Now

    John Shaw, CCIM John joined Coldwell Banker Commercial Real Estate Services 
   in 1971 in San Jose and in his first full year on commission he was the top earning
   rookie salesperson. By 1974, he was one of the top earning sales people in the
   nation and again in 1976. He was regularly in the top five in the San Jose office.
   From 1974 to 1984 he trained other sales people in the firm. In 1984 he was made
   Vice President of Marketing for Industrial Properties and set up a regional training
   program. He helped create many great salespeople that are still in the business
   today. Coldwell Banker had several name changes and what exists today is CB
   Richard Ellis. In 1994, he left CB and went on his own as an investor. 

 

Location And Dates

To be announced