What Traits Do Salespeople Often Have in Common?

Industry Observer with Right Choice Realty

What traits are most common amongst the best sales people?

Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years.  Their work revealed that most successful salespeople share two characteristics.

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

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


Sounds simple enough, right?   Surprising Research Findings:

46% of salespeople ask for the order only once before giving up

24% ask twice before they shy away

14% give it a third try

12% are brave enough to ask a fourth time before they quit

So what is the secret to achieving MORE sales?  The same study revealed that 60 percent of all sales are made after the sales person asks for the order five times or more.

How to Ask?

Begin with a trial close.  After you explain facts and benefits of your product or service, you can ask:

“How does that sound to you?” (This is the 1st time asking for the sale.)

The second time you ask can be another trial close, such as

“Am I going in the right direction?”

More Ways to Ask

“Do you want make a strong offer or a more probative one?”

“Would you prefer I construct an offer based on cash or will you be financing?”

“I think you’ll love this neighborhood’s location.  Shall we talk terms of your offer?” 

Marketing studies have found that except for customers calling specifically to place the order – only 3% of prospects actually make an offer to buy. The remaining 97% wait for you to ask them to buy!

Posted by

Jack Solloway, President & Founder

Right Choice Realty, LLC

(239) 333-BEST



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David Barr
Berkshire Hathaway HomeServices Florida Realty - Sarasota, FL

These old sales articles are about to become as outdated as a black and white TV.

People don't want to be sold.  They want to be informed.  In our industry we are the purveyors of information.  Our customers make their own decisions.

Welcome to the 21st century, where our smart phones, according to Google, are our remote control for living our lives.

Aug 05, 2015 12:21 AM #1
Bob Bloom
Cuzitmatters - Vancouver, WA
Agent Mentor & Coach

Fabulous point about how the successful contact more prospects. In today's world, the pros that have more leads than they can handle, still time block and lead generate daily. Hmmm, I guess they ask more prospects.

That will be a timeless truth.

Aug 05, 2015 12:40 AM #2
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Very good post.  Sales is an art and the most successful salespeople know how to go after a sale.  Yes, go after one.

Aug 05, 2015 12:43 AM #3
Deleted Account
Fort Myers, FL

Excellent post and great advice!  I have learned that the first contact, the person may only be thinking about it and the second time, they are probably thinking, "Maybe I should."  The more times you contact a potential client, without be harassing, the better shot you have at getting the client.

Dec 17, 2015 11:20 PM #4
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Jack Solloway

There's Only One Right Choice in Real Estate
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