LEARN BY DOING Books, endless of the best sales books; almost as many as there are sales gurus and sales seminars, conferences, and incessant emails! However, what that means is that there is a great cry for understanding and a great need for help! This series is one method of helping you succeed in real […]
Read More →Lesson 1: This is a Service Profession
SALES IS A PROFESSION That means that just like an accountant, an attorney, a doctor, a surveyor; we are professionals. It is not a hobby, a past time, a job, or a way to make money. We are those who achieve necessary expertise (education, training, specialty knowledge, and experience,) for the benefit of others. We […]
Read More →Lesson 2: Who Do We Serve?
SERVING OUR CLIENT The sales profession is a service industry, meaning we are servants (I know some of you will still be cringing at the use of that word, but avoid it at your own peril). In the first lesson we were introduced to the distinction between a customer and a client. A customer is […]
Read More →Lesson 3: The Hardest Job on the Planet
WORKING WITH PEOPLE Fundamentally, the sales profession is a service industry; that means we are servants. Secondly, our mission is to clients as professional consultants, not customers we want to sell them something expensive and quickly. I am 60 years old as I write this. I have pastored a couple of Churches (all volunteer army) […]
Read More →Lesson 4: What We Are Not
You might think the Professional Sales Industry is broad spectrum and includes almost any kind of sales work. It is true that ‘sales’ runs the world! At least it is fundamental to keeping the economy healthy, moving, and growing. Everyone is selling something! If not, then they are spending someone else’s money. Real estate is […]
Read More →Lesson 5: What We Do For Our Clients
PEOPLE I have interviewed many new agents and my first question always is, “What caused you to choose real estate?” The answer is usually, “I love people, and I would love showing homes!”. My response is predictable but not very ingratiating. “Ask anyone who has worked retail (with the general public) for even one year […]
Read More →Lesson 6: Adapting for Success
“Something needs to change around here! Someone needs to change or this is not going to work…” Sound familiar? In professional sales, in spite of you being the expert, YOU need to be the one to change. This is going to sound to some like I am talking about manipulation, or being a phony, but it […]
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