Hello Mr./Ms. Salesperson:

Still acting like selling is filling the air with as much data as you can? Still believing your prospects want to hear all of your knowledge? Continue to rely on product knowledge as your selling process? Seeing marginal results even though you’re cold calling constantly? On prospects who have no idea who you are or where you came from? Or why you’re here?

Starting or (continuing) to feel like this “selling” stuff ain’t fun? Guess what? You’re right!! Because you’re not selling! You’re peddling! You’re that stereo typical product dumper everybody dreads. You’re selling’s favorite bad example we love to ridicule. Wake up!

Think how you buy. Think how you feel when someone in sales acts like you. Ask yourself. Would you cheerfully and readily buy from “you”? Be honest.

Now that you’ve begun asking questions – you might just have potential in the selling world.

Richard D.

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I was recently in the market to buy a new home, and I must have looked at 50 different houses over the course of four months. Of course, I also met dozens of very nice real estate salespeople who couldn’t wait to tell me all the great features and benefits of their listings.

Then… it happened. As we approached a newly-constructed home, the real estate agent introduced herself and said, “Before I show you the house, do you mind if I ask you a couple of questions about what you are looking for in a home?”

I was stunned! She went on to say, “That way I may be able to save you some time by recommending where you should be looking, if this is not the right home for you.”

Wow! I mean WOW!! In a sea of real estate salespeople eager to sell me one of their listings, I found a true real estate professional who was more interested in what I wanted.
I couldn’t resist; I told her I was a sales consultant and praised her for the way she conducted the sale. I asked her this question, “Where did you learn to sell that way?” She smiled and said she had a mentor who taught her how to sell. She’s been one of the top performers in her market year after year.

This is the one real estate professional out of thirty who truly “gets it.” That translates to only 3%– and sadly, it’s a statistic that’s reflective of all industries, not just real estate.
What about you? Are you in the 3% that “gets it,” or in the 97% that doesn’t?

Sales Truth #29: “The best way to serve your own interest is to put the needs and desires of your customer first!” (Bill Brooks, The Universal Sales Truths)

Sales Truth #31: “To be a value resource for your prospect, you must first discover what your prospect perceives as value!” (Bill Brooks, The Universal Sales Truths)

Sales Management Truth # 64: “Salespeople are looking for role models. One of these role models should be their sales manager.” (Bill Brooks, The Universal Sales Management Truths)

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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If you’re like most professional salespeople, you have more than enough on your plate to keep you busy. When you’re not prospecting, you should be selling, and when you’re not selling you ought to be prospecting. Sounds simple, doesn’t it?

However, I contend there’s an additional activity you can engage in that will do wonders for both your prospecting and selling activities – physical exercise! Professional selling is challenging, mentally and physically. Long workdays, difficult travel conditions, and the stress of trying to keep existing customers happy while continuing to build a bigger book of business can take their collective toll on your health. And because your work schedule is so full, it’s easy to justify not exercising on a regular basis.

Nevertheless, being physically fit will make you a better salesperson. How? Besides the opportunity to shed some extra pounds accumulated from those lunches with clients, exercise is a great stress reliever. It also helps you to sleep better, feel stronger, and build your endurance for the selling challenges that lie ahead. Just how much exercise do you need? That varies from person to person, but rule-of-thumb says at least 30 minutes a day, three times a week, at a minimum. However, if you’re not currently exercising on a regular basis, check with your doctor first before beginning any aerobic training program.

Remember, professional selling is a lot more than a 100-yard sprint; it’s more like a 26-mile marathon that requires a steady pace and the endurance to go the distance. Be sure to set aside time on your calendar for those regular workouts – treat them like important appointments – the kind you hate to break.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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