- Without the right mindset, quick-response capabilities and good follow-up practices, you’ll have countless missed sales opportunities.
Real estate agents who know and heed the 10 universal sales truths will excel in any service industry. Those who don’t, on the other hand, will have a hard time making even the easiest of sales.
If your real estate sales numbers are down or you want to take respectable sales numbers to the next level, the following 10 universal sales truths will help you find success.
1. Positive mindsets win sales
Prospects can sense your energy and mood, even if they’re just speaking with you on the phone. Before each contact with a prospect, you should position yourself to win the sale by cultivating a positive mindset.
2. Resilience is an essential trait for any sales agent
As you know, it can be difficult to remain positive when you’re turned down time and again. Without resilience, sales agents will be miserable and unsuccessful.
3. You can’t sell to a prospect without knowing his or her motivations
Don’t pitch your product or services to prospects blindly. Take the time to learn what their motivations are and adjust your approach accordingly for more success with sales.
4. Successful sales calls require laser-like focus
Not only is it rude to ignore your prospects’ responses, it’s a poor sales practice. Make an active effort to pay attention to what prospects say instead of simply going through the motions.
5. Prequalification is the key to maximizing effective sales time
Some leads simply aren’t worth your time. You can spend more time selling to the right people by utilizing a simple prequalification process.
6. A ‘no’ isn’t the worst response you can get
Although “no” certainly isn’t what a sales agent hopes to hear, it’s not the worst response to get.
A “maybe” from a prospect who is highly unlikely to convert is actually worse; it will result in wasted time for you or another agent.
7. Poor follow-up practices kill chances for sales success
Some prospects are worth pursuing over the course of several months.
When time is the only factor preventing a sale, for instance, following up at a later date is 100 percent worth the effort.
If you don’t follow up with these prospects, your chances of converting them drop to zero.
8. Responses to prospects must be fast
With inbound leads, a quick response is absolutely vital. You want to catch these people when they’ll be most responsive to your sales efforts. Waiting just 10 minutes is enough to miss the window and lose a potential sale.
9. Eliminating prospect resistance requires agent persistence
Selling people on something isn’t easy — it doesn’t matter what the product or service is. If you want to close, you’ll have to be persistent and able to overcome objections.
10. Closing should be your conversation’s natural conclusion
The best sales agents know when to close; it’s a skill that requires some finesse. For best results, your close should be the natural conclusion to each sales conversation.
If you want to ensure your sales potential isn’t squandered, learn the 10 universal sales truths and integrate them into your sales practices. The sooner you do, the sooner you’ll hit the sales figures you need to succeed and earn sizable profits.
Pat Hiban is the author of NYT best selling book “6 steps to 7 figures – A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny”, the founder of online real estate sales training site Rebus University and the host of Pat Hiban Interviews Real Estate Rockstars an Agent to Agent Real Estate Radio Podcast with Hiban Digital in Baltimore, Maryland. Follow him on Instagram or Twitter.
