Common traits the best sales people always have in common.

Some people forget the part about finesse or BEING themselves when invoking this strategy and take on the characteristics of a pest

I have to agree with Richie, I had a pesky salesman on the phone yesterday and I am put off him and his company!

Jack, in some ways I disagree with your first point.  I think, at least in my case, the sellers I contact are part of my manageable-sized "sphere of influence"... a term which I dislike.  I prefer to call those folks my "Sphere of Relationships."

I would rather not play the "numbers game."  Much too impersonal.

A little sales training is always welcomed and is frequently needed. Afraid most people don't have enough. Thanks

Hi Jack, we agree and it is a great post - but we would change the word buyer to seller.

Attitude is the single most important trait to achieve anything, especially if you're self employed and most of us are, aren't we?

Great post and a reminder to me to be more aggressive.

It pays to be persistant, but you also have to know when to back off b/c you are wasting your time.  So  many pp, esp buyers, jump the gun and want to look at houses before they are truly ready to buy.  Thanks for the post.

Excellent points.  To get better, you have to work at it.  It takes a lot of effort to "get lucky".  :)

Statistics speak volumes!  I was not familiar with this one. I am more comfortable empowering buyers with knowledge to make a decision that they are comfortable making when they are ready to purchase.

I am a man of numbers and wow this hit home for me, thanks so much!

Jack, thanks for the reminder of this essential set of facts;

(1.) They contact more prospective buyers than less successful salespeople do.

(2.) They ask for the order more often than less successful salespeople do.

Jack, these stats also bear out with internet leads - they require four contacts before they will really decide to do business with you. I think great sales people just naturally keep presenting options to a buyer and eventually whenthey find the right property, they buy.

Sharon

Your numbers correlate with the statistics related to results from prospecting and direct marketing. Unfortunately, many real estate agents who think they're prospecting send only one letter and never follow up again.

As for asking - that's also true in fundraising. You can write the most heart-tugging letter of all time, showing why your organization needs funds. But if you don't ask for the donation, people won't send the money. My efforts on behalf of an animal rescue organization were completely wasted one time when a member of the committee convinced the others that it simply wasn't polite to come right out and ask. (No, I don't work for committees any more.)

ABC, always be closing. Many buyers would just continue to look and not committ.  great post.

In this market I have them calling me.  I am about 60 days behind on my call list as I am so busy with very active clients.

I can sum this post up as the importance of persistence to success..