The Sales Philosophy for a Tough Market
There exists a sales philosophy that rings true in any market. It’s simply one word: Maximize!
You must maximize every sales office opportunity. This is the practice of top sales professionals. They maximize sales opportunities in these ways:
Top sellers maximize their opportunities to sell in a tougher market.
True sales professionals take advantage of every conversation and advance every sale as far as possible. Look at it this way: When a customer walks into a sales office and leaves without buying, someone stops the sale. Who stopped it? The prospect might prevent the sale for legitimate reasons, but YOU must NEVER stop the sale. YOU must take every sale as far as it will possibly go.
Top sellers maximize their opportunities to grow in a tougher market.
Allow me to be candid with you. I made a lot of money in a great market, but I learned how to sell in a challenging market. I often tell my clients there are lessons to be learned in times of adversity that cannot be learned in times of prosperity.
Are you willing to embrace those opportunities to learn and grow? You won’t do that by default; you must have a plan. Current market conditions will provide you with an outstanding opportunity to grow in new and exciting ways if you commit yourself to that goal.
Future Geniuses
In a tougher market, some potential buyers sit on the sidelines waiting for a rebound. But how will customers know when they’ve found the elusive “bottom of the market”? They only know this when they see it in the rearview mirror! It will take boldness on the buyer’s part to make a purchase decision in the face of negative inputs around them.
Your customers must recognize that the toughest markets present the most significant buying opportunities. It’s incumbent upon you as a sales professional to point out to your prospects that they are, in fact, future geniuses.
These prospects need to buy in the face of the naysayers if they choose to purchase when the market is challenging. But in the long run, people will look back at the wisdom and extraordinary foresight of their decisions. All one needs to do is consider previous real estate downturns. A positive correction eventually rewards everyone who purchases in a down market. They are the “future geniuses”!
You get one shot with this particular market. Will you maximize the opportunity? Learn more about these and other relevant topics in the updated version of Tough(er) New Market New Home Sales.
Maximize and change the world!
