Tag Archives: Sales

Astoria retail building sells for $32M


| lguerre@queenscourier.com

Photo courtesy of Massey Knakal 

A corner retail building near the heart of Astoria’s Steinway Street commercial strip has been sold for $32 million.

Realty service Massey Knakal, which handled the transaction, announced the sale Friday of 2856-2860 Steinway St., which occupies the entire block front of 30th Avenue between Steinway and 38th streets in the burgeoning neighborhood.

The building houses a trio of long-term leases for New York Sports Club, JP Morgan Chase Bank and Duane Reade in more than 37,000 square feet. The sale breaks down to $627 per square foot.

The transaction indicates that investors are coming over from Manhattan and looking for new opportunities elsewhere, according to Massey Knakal chair Bob Knakal.

“With the value of retail properties in Manhattan increasing at a record breaking pace, it is not surprising to see demand spill over into the outer boroughs,” he said. “This transaction is a clear example of that dynamic, as there were many parties bidding who have been primarily Manhattan investors who are now broadening their property searches geographically.”

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Are you a true believer or just a salesperson?


By Queens Courier Staff | editorial@queenscourier.com

What do you believe in?

What are your real beliefs?

I’m asking you these questions so you can have a clearer picture as to why sales are made or lost.

“Jeffrey, you don’t understand,” you whine. “Our customers are price buyers!” No Jackson, YOU don’t understand. You BELIEVE they’re price buyers, and until you change your belief, they will continue to be that way.

SIMPLE RULE: Change your beliefs and you can change your outcomes.

SIMPLER RULE: Your beliefs control your sales performance.

SIMPLEST RULE: You can strengthen your beliefs with clear thoughts and deep commitment.

THINK ABOUT THIS: As you’re preparing for a sale, your belief system is so powerful it will dominate your desire to get ready to win. Those beliefs have been present either consciously or subconsciously for as long as you have been employed by your present company – and they deepen with every sales call you make, every sale you achieve, and every sale you lose.

You may look at belief as “faith.” A common belief is, “I’ve lost faith in my company’s ability to deliver as promised.” Others are loss of faith in product, boss, ethics of company, or even the economy.

But your belief and your belief system are the root of your sales success, or the bane of your failure.

 There are five elements to belief, and in order to be a great salesperson you must be the master believer of all five. There’s also a .5 that enables you to change or strengthen your beliefs…

1. You have to believe you work for the greatest company in the world.

2. You have to believe your products and services are the greatest in the world.

3. You have to believe in yourself.

(NOTE: STOP here if the above three beliefs – company, products and services, and self – are not present and deep. The next two will be impossible to comprehend, let alone master…)

4. You have to believe in your ability to differentiate from your competition in a way that the customer PERCEIVES as BOTH different AND valuable. If the customer fails to perceive a difference between you and your competition, if they fail to perceive your value, then all that’s left is price.

5. BIGGEST ASPECT OF BELIEF: You must believe that the customer is BETTER OFF having purchased from you. Not just believing this in your head – rather, believing it in your heart.

5.5 You control your belief with your thoughts and your attitude. And this understanding is critical to building and maintaining a positive belief for all you say and do. Once this belief begins to falter, it’s time to go. Time to move on to something you believe in.

These 5.5 fundamental beliefs will drive your preparation, and thereby your presentation, to new heights, new sales, and new success.

Take a moment and rate yourself on a scale of 1-10 (10 being best) for each of the 5.5 elements above. If your total is less than 40, you’re losing sales due to lack of belief.

BEWARE: There are negative beliefs that will also limit your success, even if you possess the critical five.

• Belief your prices are too high.

• Belief your competition has a lock on the business you’re trying to get.

• Belief that the sale is a bidding process and you’ll lose without the lowest bid.

• Belief that the sale you’re in the middle of won’t happen.

…And about 20 more beliefs that are completely alterable.

GREAT NEWS: The deeper you possess the big five beliefs, the bigger and faster your sales cycle will end – with an order.

KEY POINT OF UNDERSTANDING: Belief does not come in a day – it comes day-by-day, slowly over time. But once achieved at its highest level, it’s virtually impenetrable – and it will put passion in your preparation, not to mention, money in your pocket.

Do you believe? I hope you do. Your success depends on it.

 

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com.

 

© 2012 All Rights Reserved. Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

What are you really asking of “your people?”


By Queens Courier Staff | editorial@queenscourier.com

“I want my people to be accountable.”

“I want our people to be MORE accountable.”

“Our main issue this year is ‘accountability.’”

Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers and (of course) sales.

And it’s TOTALLY WRONG, TOTALLY BACKWARD, TOTALLY INSULTING and TOTALLY ANTI-SALES.

How’s that for an opinion?

REALITY: NO SALESPERSON WANTS TO BE ACCOUNTABLE. They got into sales so they WOULDN’T have to be accountable.           

But sales leadership, even in their current CYA situation, has no concept of “field reality.” Rather, they implement some form of accountability through CRM (customer relationship management), and wonder why NO ONE uses it, much less keeps it up to date.

CRM is an advanced form of database that helps salespeople keep track of customers, and on the surface, it seems like a great tool. But it’s complex, cumbersome and requires additional work. Leadership, who bought CRM for the wrong reason, expects all salespeople to document everything. But salespeople don’t.

CRM programs are the most-purchased, least-used software in the history of the computer. Why?

The reality is: CRM doesn’t help salespeople make sales.

Which brings me to today’s subject: accountability versus responsibility.

Sales leaders who want their people to be accountable are passing off their leadership duties to someone else, and then blaming them for failure. Wrong approach.

Leadership and accountability are at the opposite ends of the spectrum, especially the sales spectrum.

THINK ABOUT IT THIS WAY: You’re accountable to me (not good). I’m responsible for you (much better). And responsibility has a much more inclusive meaning.

As a leader, you’re responsible for your actions, responsible for your people, responsible for your attitude, responsible for your leadership skills and certainly responsible for your results.

As a leader, the only person you’re accountable to is yourself.

And if you pass on the same strategy and philosophy to your people, that THEY are…

• responsible for their actions

• responsible for their customers

• responsible for their attitude

• responsible for their sales skills

• responsible for their results

…your acceptance and respect as a leader will ensure positive growth.

If a salesperson takes responsibility for his or her knowledge, pipeline, customers, sales, income and success, your job as a leader shifts from a paranoid accountability manager to an encouraging, supportive leader.

 

What’s the difference?

Accountability sends the wrong message. It implies forced leadership and micro-managing. It has, at its base, “you are” and “you must” as a process. It’s “childish.”

Responsibility sends the right message. It’s individualized and team-oriented. It’s “I am” and “I will” as a process. It’s “adult.”

If I’m accountable, it’s less likely that I’ll ever do my best or be my best. Rather, I’ll do what’s necessary and report at the deadline – or just after.

I’m responsible has a chance to include character building and pride in my achievement and work.

I’m accountable lowers morale and creates disdain on the part of salespeople.

Here is the most telling difference:

“You’re accountable” indicates a corporate directive and an order.

“I’m responsible” indicates a personal decision and a success opportunity.

As negative as accountability is, there is one place it fits. You are accountable to yourself. You face the accountability mirror of truth every morning and every evening – in your bathroom. You are accountable to yourself for your attitude and you’re your results.

And in the end, accountability will still be “on message” and erroneously rule the sales airwaves, even though what I have written is truth and reason.

What’s your take on responsibility versus accountability? Post your views at facebook.com/jeffreygitomer, or tweet them @gitomer

 

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com.

© 2011 All Rights Reserved. Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112