Think you are good at selling? Take the pencil test.

Floyd taught me a great way to detect if someone is really a salesperson or just someone who thinks he is.  All you have to do is listen to their conversation with a prospect and see if they are asking questions.  Many of my students enter the Floyd Wickman Program thinking they are skilled salespeople.  But when we get to sessions 2 and especially 3 where we talk about how to ask and use questions, a bright light is shone on the truth - the truth that they really aren't.  

Watching a student take the path of gaining awareness of what they need to learn and then trying it out in the field is one of the most gratifying things I get to do professionally.  It always comes across in the listing presentation when the student first learns that instead of selling, they've been talking at the seller the whole time (we're #1, we have a company magazine, we have an 800 number for your sign, w're great, now let me give you a CMA, please sign?)  Haha!  

My students look at that vital event called the listing presentation in a whole new way by graduation and for sure many go on to be great at using questions and figuring out what problems they are there to solve for the seller.  But before today I'd never heard of the pencil test.  Mike Brooks writes about it and makes the point very clearly in his blog post.  Read it here ------>  Broker/Agent Social Network.