You see, there is something of a continuum here. On the one hand, you have manipulation, doing whatever it takes to get the sale, even if you have to abuse the customer to do it. But on the other hand, you have what we call yielding.

Yes, it’s frustrating to tell people who are ready and willing to purchase, “No, I’m sorry, you can’t do that.” However, there are realities in our industry that are out of our control and we shouldn’t allow them to take up too much space in our head.

Salespeople, stop freaking out when you hear “we’re just looking” – your prospect IS looking and that is great news because lookers turn into buyers.

The number one attribute in successful salespeople is achievement drive; they have to win. How are you able to demonstrate a history of winning on your sales resume.

The purpose of any relationship is to establish trust. That’s it. Trust opens many doors including effective discovery.

Salespeople matter because customers don’t buy based on features, benefits, and paperwork. They buy on emotion. Up to this point in our virtual evolution, we’ve not been able to replicate the ability to get to the core of that emotion.

Real estate sales is not about the home, the layout, features, location, etc. I’ve seen way too many sales professionals try starting a sales conversation here. Problem is, a meaningful conversation rarely follows.

There’s a lot in the past 18 months that’s been out of our control, but what if we focus instead on what we can control? There’s plenty out there we can, in fact, control. I want to share with you some very specific ideas on five things people working in sales can control right now.

Sales is a complicated game. It’s complicated even in the best of situations. It’s even more complicated when we make mistakes, and you’re going to make mistakes. Don’t make these three deal-killing mistakes.

Sales coaching means you or someone is taking time to watch someone do something. Coaches allow for struggle and in many cases, failure. Coaches work alongside their people to maximize the learning experience, correcting them when they stray from the path and requiring them to repeat the process to get better each time.