Sales Skills - Do You Need to Improve Them?

In this market, as Realtors we need to look at all aspects of our job.  One aspect is our sales skill.  As we know with every change in the market, we have to change the way we work, the way we sell.  I have a small checklist that I periodically update and review with myself to see what I need to focus on.  Every quarter I review this list and rate myself on my skills.  From there, I focus the next 3 months on improving my skills in the areas where I rated myself as weak. 

Sales Skills - Do You Need to Improve Them?

  • Prospecting for clients
  • Interviewing potential clients
  • Contact Management System in place and utilized
  • Negogitations for your client
  • Handling Objections
  • Defending Your Commission
  • Closing Techniques
  • Practicing Ethically
  • Practicing by Abiding by Fair Housing Guidelines
  • Social Media - internet skills broken down by type of media:  Twitter, Facebook, Linked-In, etc.
  • Using the MLS interactive portal for all clients
  • Using a business E-mail to send newsletters, e-cards, etc.
  • Completing CMAs
  • Customizing my web site
  • Using ZipForms

Sometimes we become comfortable and stray away from skills which could help us land that extra deal that month or quarter or year.  In reviewing your sales skills, you may add another sale to your quarter!  I hope you find my checklist helpful for you.

Sales Skills - Do You Need to Improve Them?

Joyce and Terry Thomas, Associate Brokers, US Preferred Realty

www.JoyceThomasTeam.com

Joyce@JoyceThomasTeam.com

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About the Author...
This article was provided by Joyce Thomas, a Nationally recognized Realtor and Certified Short Sale Negotiator and Distressed Property Expert.  Joyce can be reached via e-mail at Joyce@JoyceThomasTeam.com or by cell phone or text message at 480-620-5586. Joyce has helped thousands of people buy and sell their home.  For Arizona real estate and homes see www.JoyceThomasTeam.com.

Servicing the following areas in Arizona:  Florence, Queen Creek, San Tan Valley, Coolidge, Apache Junction, Casa Grande, and Pinal County Arizona.  Specializing in Anthem at Merrill Ranch Florence Arizona, resort style living and active adult living.

 
Post is included in group: ABC's of Real Estate Marketing
Post is included in group: Bright Ideas
Post is included in group: Coaching and Mentoring
Post is included in group: POSITIVE ATTITUDE for the Weary Soul

6 Comments on Sales Skills - Do You Need to Improve Them?

NOV
17
2009
814,327 Points Outside Blog Called Shot Master

Thanks for the article. We learn a lot from Active Rain blogs.
11:02am • #1
463,555 Points 1 Featured Post

There's always room for improvement..... nothing/no one is perfect, we are always learning every day.

Patricia/Seacoast NH
11:05am • #2
2 Featured Posts

I think Realtors forget that they are sales people. Sure we're consulting and coaching but let's not forget that we're hired to sell.
11:08am • #3
509,638 Points 8 Featured Posts Outside Blog

When I first saw your title my knee jerk thought was "you cant teach sales"  I really think you are born with the ability or not.  But then I read your list, and they are all clearly places we have room to improve!
11:09am • #4
394,474 Points 5 Featured Posts Called Shot Master

I think your post is a great reminder that we can all do better.  And the list is great.  Thanks for sharing.
11:13am • #5
100,656 Points

Yes, there is always room for improvement.  I try to learn from others all the time.  Thank you for the reminder.
1:39pm • #6

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