“Lack of direction, not lack of time, is the problem. We all have twenty-four hour days” Zig Ziglar
Anyone whom has been a sales professional for more than 6 months has heard at least one of the following. “Make more calls, get better results” , “Call them again”, ” Make ‘X’ number of calls a day to be successful”, ” Study your product, be an expert”,”Push them, we need to hit our number”. I could go on for days of these unsuccessful statements for a sales professional.
The truth is, in today’s world it is next to impossible to find a customer whom is NOT savvy. With the internet, information is at everyone’s fingertips. Meaning, in order to sell a product unless you are the inventor of the microwave that also does your taxes, you have competition and therefore you need to compete.
In order to do so, you have to be an expert at consulting with your client. You need to take a step back and examine their motivation to see you and find what about your product will entice them the most. But, of course that means sales professionals must do what they hate the most. LISTEN. You must listen to the needs of your potential client and understand what makes them tick. Take a moment and think, this sales advice can be applied to your life. You have to take the steps to be an expert in your goals in order to reach them. Don’t expect to master it when you make it to the top. Though you will always be learning, be certain to make sure you are learning along the way…and studying your aspects of your goal like homework. BE CAREFUL, do not ask people who are not what, or where you want to be. People often speak as if they are experts on subjects when they have no first hand knowledge. Working in the real estate industry I get input from people who hear passing news reports or hearsay often who think they know the state of the industry. Instead listen to the professionals, read books often, browse blogs, websites, and become the BEST you can be.
Be GREAT at what you do today!