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How do you feel about the way you sell?

Reblogger
Real Estate Agent with RE/MAX Space Center

Original content by Kevin Heinrich

How do you feel
about the way you sell? by Jeffrey Gitomer's Sales Caffeine issue 389

On any day of the week, you get in your car in the morning and you're ready to go make your first sales call.

In the back of your mind you want the day to be successful. You know you're a professional, you know your product line, you know your company, you even know your customer. But the reality is business is down.

You may be a little concerned about it. And you have to face the customer and listen to what their situation is while still maintaining your sales attitude. Let me give you a few ideas about what you can think, say, and do in order to create better feelings, better relationships, and better sales outcomes during these tough times.

There are 3.5 critical elements in creating the best scenario for you and your customer, but the BIG PICTURE is, your business is down because THEIR business is down.

The first element is the way you feel about yourself. You can never walk into a sales call thinking that things aren't going to go your way -- because when you do, they don't. Walk in thinking: What can I do to make the situation better?  What can I do to help my customer?  Who else do I know who may be able to provide help to my customer?  What ideas am I able to bring to the table that my customer will find valuable?

Ask yourself: How strong is my attitude? When the customer tells me what's wrong, can I convert it to what might be right? As a salesperson, this thinking gives you an opportunity to be in the right frame of mind to interact with the customer. It may mean that you have to prepare more the night before your sales call. It may mean you have to study the market more. It may mean you have to work an extra hour or two helping others build their business so that you can maintain yours. But in tough times, these are the things that build character, build attitude, and create a career path of success for you -- both as a salesperson and as a person.

The second element is your language.
I recommend that you become fluent in the language of YES!  While others around you are whining, lamenting, complaining, and worrying, your job is to be strong in your thoughts and in your words. You have to look at what CAN be done.

For more information go to www.gitomer.com

 

Posted by

Kimberly L. Harding, REALTOR®, GRI, CNE, CDPE

Certified HAR Top Producer,

Certified RE/MAX Top Producer

Multi-Million Dollar Producer

RE/MAX Space Center

1150 Clear Lake City Blvd.

Houston, TX  77062

Office: 281-204-1014

Blackberry: 832-277-0140

E-Fax: 1-866-841-7346

Website: www.KimberlyHarding.com

Email: kharding@houstonhomebuyer.net

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