I'm a firm believer a competent saleswoman doesn't pressure sell or try the old tired tactics of pressure sales. The days of the Fast Talking, Fast Eddie that can sell ice to an Eskimo are over. In fact, I believe that even when those types of tactics were prolific, the smarter saleswoman sat in the back laughing, and selling the appropriate way, and making more money!
If you truly want to make a wheel barrel o' cash from selling, whether it be real estate, or cars, or flowers, or sweaters, or anything else, the most effective way to sell is to meet your customer's needs. If they need a large home with 4 bedrooms, trying to force them into a 2 bedroom condo is counter-productive! Yes, sometimes it takes more work to find, or produce, what your customer wants, but its also the path to least resistance.
And I'm not afraid of a little work.
I pull as many sales tips and training from whomever or where ever I can. One of my favorites is the book "The Sandler Rules", from the David H. Sandler. First off, if you haven't read it, you should. Second, I am re-reading it (yet again) to remind myself of the concepts I tend to forget as life goes by.
And Sandler Rule #1 States:
"You must learn to fail, to win!"
Wow. That rings through the gospel of life's lessons. Anything, and I mean anything I've ever attempted in life required remembering that lesson. Yup. There were some things I failed at and gave up on, like that time I though I was going to be an artist. My pictures were awful! So I gave up.
But if I had stuck with it, let myself fail at painting but keep going, eventually, I would get better! When a baby is trying to learn to walk, they learn to stumble, trip, and fall. No matter how long it takes, I've yet to see a baby not learn to walk.
Let that set in.
So... this week, while I try to increase our sales volume and grow our business, instead giving in to resistance or pulling back, I will take every shot, and learn to fail, to win.
-Todd J Garrigus/Broker
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