Poor questions create poor answers. I encourage you to take a long look at the questions you ask throughout the sales process and analyze whether you are giving your prospect a chance to talk enough.

There is so much more to a sales presentation than knowing what a customer wants. Suppose we only focus on what buyers want. In that case, we behave like every stereotypical salesperson who unloads an avalanche of feature and benefit jargon to make a sale. Learn how to get to the why!

Unfortunately, most salespeople become desensitized to their products and service. You see your product every day, so it makes sense that it would lose its flare to you. But if you intensify your customers’ experience, you must maintain excitement about your product or service.

I can hear that little voice in his head saying, “If the training is the same training they received 25 years ago, they don’t need it. They know how to shake someone’s hand, make their presentation, and ask for the sale….” But what if the training is different? What if it isn’t the same old sales training tips?

I’m sure you’ve had sales days like this. The type of day where everything goes wrong, and you feel like there’s not a stinkin’ thing you can do about it. But there is a silver lining in the middle of all this.

Back in the day, they taught closing in a way that created animosity between salespeople and customers. People viewed closing as something you did to a customer. Heck… many trainers still teach closing as something you do to a customer. It is aggressive and fairly confrontational. There’s a better way!

Looking back at my own real estate sales career, I always wanted to have “the” answer. More specifically, I wanted a “silver bullet” that would magically solve my customer’s objections. But silver bullets don’t exist. So how do you handle an objection without a silver bullet?

Back in the day, they taught closing in a way that created animosity between salespeople and customers. People viewed closing as something you did to a customer. Heck…a lot of trainers still teach closing as something you do to a customer.

Many people, including me, feel addicted to perfectionism. This creates a real problem because it compels us to linger in the “planning” stages and never really get anything accomplished. This isn’t work ethic, it’s wish ethic.

Over the past couple of years, our backlog has become more challenging than ever. Delays, escalation clauses, and now interest rate hikes are the most common accelerants fueling the backlog fires. Look, we know backlog management is part of this business and we should absolutely know how to manage it.