The most vital skill for sales is really listening and I mean really listening not just to what the prospect is saying but what they may be hiding. But how can you find out what is it that they really want and what are they thinking and how can you match your product (property) for them.
Its what I call the weapons of mass selling-the open questions starting with-What, when, why, where, who and how.
Not just asking open questions and only taking 10% of the airtime but being able to ask follow up questions staring with the same open format of open questions. Many times you might have to dig deep by asking ‘why’ questions in the same question follow up to find out the real objection. Obviously you don’t want to sound pushy but learning to balance is the game.
Trust plays the biggest part so before you even start selling, get to know the person a bit more. Build some rapport by asking where is the person from? Do they Iive around here? What is it that they like about the area? In selling all that matters is trust. People like buying from people they know, like and trust. In many countries they don’t even talk business for the first day and only get to know each other but in the western world, thats not the case however you want to get to know the person a little bit so it gets easier to sell something. Over a period of time you would also build great friendships leading to more people recommending you.
If you do a good job building rapport and you have full conviction in what you are selling is of value to your prospect then it will not even feel like selling but more like mutual benefit.
Integrity and authenticity can be seen in the eyes and can be felt by the prospects so keep your integrity intact and sell only authentic stuff and you will have your buyers keep coming back to you to buy more.
Make your prospect feel in their bones that you really care for them and not just that they will buy from you but they will become your ambassadors and recommend you to others all the time. We all do it, if someone sold us something and it really benefitted us, we go and tell all the world about it and become the ambassadors of the seller so become one of those sellers. I know its not easy but its always possible.
One car salesman used to post 10k birthday cards a year, he had a system to remind him. He was the top salesman of the year for over 10 years till he retired. Its all about caring, if you care first, the buyer will care for you and not just buy from you bet will recommend you to others.
When you become friends with your prospect, it is no more selling but helping them to choose the best property for them. If you can’t be friends with your prospect then it will always be a struggle selling.
Understanding their requirements in depth is your job and it’s a job that needs to be done well before you can make a sale or become the best sales representative of the year or of the company.
Only 7% of what you say that matters in sales, 38% is your tone and 55% is your body language so in all 93% is not what you say but how you say it and how you feel inside you as that will show up in your body language. The best body language is of people who are authentic and have conviction in their product and in your case the property you are selling.
Do you know everything about the property? Have you disclosed everything about the property to the prospect? Do you thing the seller is asking the right market value and you are selling at the right price? Are your charges transparent? Answering all these questions will help you with conviction in selling. Selling is the transfer of enthusiasm and conviction from the seller to the buyer.
Observe the body language, tone and the words of your prospect. Do they come across as genuine buyers and serious about buying and at the same time while showing properties, do they like a certain property you have shown? It’s your job to help them focus on the positives of the property more than the negatives. Eventually it’s your job to make a sale so do whatever it takes to make that sale but with integrity.
Understand the right styles of closing the sale, also the right timing. You only ask for the sale when you know you will get a yes.
Understanding the cycle of sales is vital so when someone is thinking about buying in your geographical location, where do they look first and when they do look, can they find you first to contact you? If its online or offline, if they can’t find you, how will you make any sales. Your job is that you are the one they find first.
Do you write articles about your industry and location? Do you promote yourself online through social media so your prospects can find you?
Selling is a science as well as an art and both can be learnt with training and practice. Having the right trainer and a mentor is essential to growing in your sales career. There are many factors to keep into consideration to make more sales on daily basis like networking events and even starting your own networking event.
If you need help with sales training or you are looking for a mentor then get in touch with me.
With Deep Love & Respect
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