Once again when driving to a residential listing appointment here in Golden Valley, AZ, I heard again this radio advertisement by a “world famous sales trainer” who stated "90% of all salespeople have never read one sales book. " Believe it or not there is not a valid statistical source for this statement. Imagine that?
This “so called world famous sales trainer” also stated "20% of your people deliver 80% of your results." Yes, there is a source for this statistical percentage and it is called the Pareto Principle. However, there is no research validating this as statistic respective to salespeople.
Some History
In the late 1800’s and early 1900’s, Vilfredo Pareto an Italian economist observed that 80% of the land in Italy was owned by 20% of the population. Later, Dr. Juran, a Romanian and American management consultant, noticed the 80/20 rule applied universally to systems. This led to early quality management where 20% of the production defects results in 80% of quality issues.
Before we moved to NW IN, I had to purge my library because I could not see paying freight on over 500 books of which around a 100 were dedicated to sales and topics related to sales including marketing and total quality management.
Today, my go to number one book on sales is “To Sell Is Human” by Daniel Pink. I also have several good books by Zig Ziglar as well as many more contemporary authors such as Jeb Blount who is the mastermind behind www.salesgravy.com
When folks continue to tell falsehoods such as this “so called world famous trainer” the old axiom surfaces its head “tell a lie often enough and it becomes the truth.” This is why when I use a quote or statistic such as "Sales is the transference of feelings" , I give credit to that individual, Zig Ziglar, or the actual source.
As professional real estate agents in real estate sales, being careful of what we speak or write is critical. For example, in uploading information into the MLS, all data should be accurate. Here in NW AZ many properties are in flood plains and that is not a MLS required data point. However, it is misleading to potential buyers not to provide that information. I will as a professional real estate agent note yes the property is in a flood plain.
Possibly, one reason the public lacks a positive impression of our real estate industry because some real estate agents have not been forthcoming. Again, the old adage “one bad apple spoils the barrel” rings true.
P.S. Please consider checking out my Facebook business page, The Grit and Gratitude Agent that will focus on the Dirt Roads in Mohave County as well local real estate, lots of dirt or vacant land parcels as some of the local attractions.
#TheGritandGratitudeAgent #LetsGetBackToRealConversations #WeDoThingsDifferently #BuyerEducation #RealEstateGuidance #LandOfferPocess #ArizonaRealEstate #GoldenValleyAZHomesAndLand #KingmanHomesAndLand
Leanne M Smith, The Grit and Gratitude Agent Who Goes the Extra Mile Because Life Begins Where the Pavement Ends.
Feature Photo Courtesy of Leanne M Smith – Old Route 66 in Golden Valley
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