Are You In Sales or Sales Support?
By Jason Forrest
Charles Schwab once said that you’re either in sales or sales support. Salespeople are leaders and influencers. And those at the top of the profession are fearless. As a sales professional first and new home sales trainer second, I believe in fearless selling. I believe salespeople have more influence than price, competition, or any other circumstance.
Among other things, fearless salespeople:
- See themselves as problem solvers…they are the experts who guide prospects to their goal.
- Are never victims of circumstance…rather than relying on the housing market and other conditions to line up, the fearless see tough circumstances as an opportunity.
- Do not rely on passive communication (email, social media, etc.) to communicate or get people through the door.
- See objections as opportunities to educate a buyer and help them see things differently.
- Engage customers and lead the process rather than being led by it.
- Ask questions to find out the whys behind a customer’s desires.
Are not afraid to be salespeople.
The stigma of manipulating, self-serving and pushy salespeople does not apply to my concept of fearless selling. Fearless selling is the opposite actually. It’s about seeing yourself as the most capable and qualified person to help your customer accomplish their goal (to improve their life) and being unafraid to step into that place of leadership.
