GG Benitez of GG Benitez International On The 5 Most Effective Sales Techniques Leaders Need to Know

1 . Establish a trusted relationship with your client based on your expertise and integrity, and have their best interests ahead of your own

2 . Ask the right questions to uncover hidden objections

3 . Use your expertise to overcome those objections

4 . Check in to ensure you have overcome objections

5 . CLOSE the deal and then ask for a referral

In today’s fast-paced business environment, sales leaders are constantly seeking new and innovative ways to engage prospects, close deals, and exceed targets. Mastering effective sales techniques can be the key to unlocking greater success for both individual sales professionals and organizations. But with countless methods and strategies available, how can sales leaders identify the most effective techniques to drive results and enhance their team’s performance? In this interview series, we are talking to business leaders. sales professionals, trainers, coaches, and thought leaders to explore “The 5 Most Effective Sales Techniques Leaders Need to Know.” As a part of this series, we had the pleasure of interviewing GG Benitez.
GG Benitez founded GG Benitez International of Realty Executives Dillon in 2023 under the vision of bridging a connection between the U.S. and Middle Eastern real estate markets. Her combined skills, business acumen, international connections, and Arab-American heritage have given her an exceptional foothold in the Dubai and California markets, as well as the global real estate industry. In addition to being a licensed real estate agent, she is a serial entrepreneur and the founder of several highly successful businesses in the areas of sales, public relations, and the luxury and global travel industries.

Thank you for doing this with us! Before we begin, our readers would like to learn a bit more about you. Can you tell us the “backstory” about what brought you to this career path?

I have an innate instinct to promote the products, services, and places that I am passionate about, which is why I have been so successful as a publicist. When I visited Dubai last year, I immediately felt bonded to this city. Entering into international real estate was the perfect way to parlay my skills in PR, sales, and entrepreneurship into a new business, and help other people discover why Dubai such an incredible place to invest in.

Can you share with our readers the most interesting or amusing story that has occurred to you in your career so far? Can you share the lesson or takeaway you took from that story?

What is most interesting to me is discovering how many people from various stages in my life have also been drawn to Dubai. My best friend from high school moved to Dubai shortly after college, and has been trying to persuade me to visit there for over two decades. I had preconceived notions about it being like “another Las Vegas.” Now I understand why she has been so persistent. The lesson here is to be open to new experiences, because you never know where they may lead you, both personally and professionally.

Are you working on any exciting new projects now? How do you think that will help people?

Along with my new real estate venture, I have two other businesses, my PR firm, GG Benitez Public Relations, Inc. and the clean skincare brand Aloisia Beauty of which I’m a co-founder, so I am working on a lot of projects simultaneously. I’m most excited about breaking barriers and building bridges through the projects I am working on, whether it’s bringing investment opportunities in Dubai to the U.S. market or launching a clean skincare product for all skin types and ages. You can check in on my Instagram account and sign up for my newsletter at www.GGBenitezInternational.com to learn more about what I’m doing.

For the benefit of our readers, can you tell us a bit about your experience with sales? Can you share an anecdote or two that illustrates your experience in this area?

I entered into sales as a pharmaceutical sales rep, a career that I enjoyed for seven years. I grew into the role of Regional Sales Trainer and was flown all over the country as a Guest National Trainer. I was even awarded “Rookie of the Year” and “Sales Rep of the Quarter” for several years.

Public relations is also very much a sales job, because it’s my job to persuade editorial media and influencers to cover my clients by “selling” them on their brand stories and product attributes.

And, all of this funnels into real estate, where I am not just selling investment properties and vacation homes, but also the opportunity to grow financial security as well as the entire Dubai lifestyle by .

How do you approach developing a sales pitch that resonates with potential customers and sets you apart from the competition?

At the core of any effective sales pitch is understanding and addressing people’s needs, and then identifying what the objections are and providing solutions to overcome those objections. For example, Americans aren’t even on the list of the top five buyers by nationality in Dubai, while Dubai continues to grow as one of the top luxury real estate markets globally, attracting high net worth investors form all over the world. What we have found in our research is that part of the reason American investors haven’t started to capitalize yet on the investment opportunities in Dubai’s real estate market is to due to a lack of knowledge regarding why Dubai real estate is breaking records; how to invest in Dubai real estate; and, where the top areas to invest in Dubai are; and, the tax advantages of investing in Dubai. After uncovering these reasons, I have started collaborating with a reputable International Tax Attorneys, Andrea Cisnero Valdez and Ronson Shamoun of RJS Law, to hold seminars to teach Americans how to buy property in Dubai, and my team and I have even created an informative Dubai Investment Guide that investors can access for free to help answer these questions so that US investors can understand the Dubai real estate market and feel comfortable investing.

When selling to different types of customers such as small businesses versus large enterprises, how do you differentiate your sales approach?

Size doesn’t matter. Every single client is different. I always make sure to identify their individual short-term and long-term goals, understand their unique pain points, and create a tailored plan to suit their needs.

How do you handle objections during the sales process, and what tactics have you found to be most successful in overcoming them?

The key to overcoming objections is to ask the right questions, and then tune into behavior and reactions as the questions are answered. Knowing how to read someone helps you formulate alternatives and solutions, and also ease any concerns that might be hindering the sale you are seeking to make.

Can you share a time when you failed to close a deal despite your best efforts, and what you learned from the experience?

When I was in Dubai this past February, I discovered an amazing deal on a 2-bedroom high-rise that I knew would be scooped up the minute it hit the market. I was reticent to push too hard and lost the deal. Now, I show my U.S. clients proof and real-time stats on new developments and how they sell out within hours, so they are primed on the speed of Dubai’s market prior to their property search.

What metrics do you use to measure the effectiveness of your sales techniques, and how do you identify areas for improvement?

Success isn’t just about closing the deal. It’s also about engaging people to consider the deal you are offering and staying in touch with them. A no today might be a yes tomorrow, so it’s important to count the relationships you make among your successes.

What role does technology or AI play in the sales process, and how do you leverage it to enhance your or your team’s sales performance?

Dubai is halfway around the world, so technology allows us to set up virtual site visits and enables us to show more inventory at the buyer’s convenience.

Here is the main question of our interview. In your experience, what are the “5 Most Effective Sales Techniques Leaders Need to Know”? If you can, please share a story or example for each.

1 . Establish a trusted relationship with your client based on your expertise and integrity, and have their best interests ahead of your own

2 . Ask the right questions to uncover hidden objections

3 . Use your expertise to overcome those objections

4 . Check in to ensure you have overcome objections

5 . CLOSE the deal and then ask for a referral

We’d love to know, what is the most effective sales technique you’ve used to close a deal, and how did you come up with it?

Immersing clients in the Dubai lifestyle is as important as finding the perfect real estate investment, Making an investment in a foreign country is more than just talking about square footage pricing and capital gains. I have found that taking a day to visit both Old and New Dubai, the restaurants and attractions help bond people to Dubai as a whole, not just to a home.

Thank you for the interview. We wish you only continued success!