The ability to influence others is not a personality trait. It’s a skill set. It can be learned, honed, and perfected over time. Successful salespeople know how to use influence to connect with their prospects, to build trust, and ultimately to close more sales.

New home builders are easing anxiety and seeing more success by putting a face and voice to a name, communicating more clearly, and managing emotion and tone with video messaging.

Most salespeople won’t raise objections before their prospect does because it’s uncomfortable. I’m confident you can use this strategy for cold calling and as you progress further in your sales conversations.

Influence cannot be assumed and that it must be earned. Your customer owes you nothing when they first walk through the door. They might carry baggage from previous sales encounters that work against your influence. You must begin every interaction in person, on the phone, or even in an email with the idea that influence is earned.

Why have we used “No, because I said so” with our customers for so long and still expected positive outcomes? Not only do we sometimes need to say “no”, but we need to be able to explain “why” as well.

Bad sales days, even weeks, happen to the best salespeople. However, top-performing sales pros understand it’s wise to self-critique and see if any negative patterns exist so you can make adjustments when necessary.

When we look at six-figure sales professionals, what makes them six-figure is their ability to perform consistently over a long period of time. They are masters of persistence. Persistence means we stay diligent to do those things that will matter day after day after day.

Rising interest rates can cause a decrease in housing purchases, but the Lifestyle Home Loan from Mutual of Omaha Mortgage, Inc. may be a solution for builders’ baby boomer buyers. Find out how it works and what benefits it provides.

Negotiation is an unavoidable reality of the sales world in which we live. When faced with an entitled customer who skips any real negotiating and immediately throws down an ultimatum, it is only human to want to respond with something like “Nice NOT working with you!”

“Bring on the rejection!” said no one ever. No, it’s not fun, but to be expected. What separates good salespeople from great salespeople is how they handle rejection. Dealing with rejection depends heavily on how we interpret and react to it. Let’s consider how successful salespeople accomplish this.