Most People Forget to Do This 1 Thing — Enthusiasm
Dale Carnegie framed it best: to become a great salesperson, you have to remember that… people want to do business with people they like and respect.
At the end of the day, while you may be selling to a customer, what you are really doing is looking to earn their trust. As Carnegie said, it’s about learning how to “win friends and influence people.”
Most people in sales forget that it’s enthusiasm that carries your message the farthest. Often times, people don’t buy into the product or service as much as they buy into the person who is selling it to them. Which means, as a salesperson, it’s your job to ooze the same passion the CEO or founder of the company would when talking about the business.
Let’s Be Clear: Enthusiasm is not the same as “Winging It”
This cannot be stressed enough. In business, “winging it” is never an option. Ever. Repeat after me: knowledge is power. Which means if you’re about to make a sales pitch, if you’re about to explain your idea to a potential partner, if you’re about to do anything involving the future and good health of your company, then you need to be as knowledgeable as possible about every possible variable.
Where most salespeople go wrong, then, is they think that enthusiasm alone will make up for their lack of knowledge. You know those type of people, right? I’m sure you can think of a time or two when a very energetic door knocker stood on your stoop and explained to you all the benefits of some meaningless thingamajig.
Know Your Real Estate Market
Be the kind of sales person that is so incredibly knowledgeable about the real estate industry, and your real estate market that just the thought of talking about it gets you excited–and as a result, lights a fire under the seat of the buyer, seller or agent that you are presenting it to.
The more you know about your industry, your market, and your competition, the more leverage you have. And honestly, this doesn’t just apply to business and sales, but everything in life.
Winging it is a poor strategy. True insight mixed with enthusiasm is far more effective.
Being a Great Real Estate Sales Person
Prioritize Selling. To be great, you must prioritize the one thing that matters most for your real estate business – selling.
If you are gung-ho about your real estate business, eager to move to needle and hell-bent on knocking down doors, then you would never manage your time in a way that would have you doing something other than selling.
The truth is, unless you believe in what you’re doing to the point where it is one of your most recognizable qualities, you will never move the needle and reach the peak of success you want for yourself.
Sales, in itself, can be an incredible career path for driven individuals. Some take what they learn in sales and use it to build their own companies later on.
But regardless, it’s your enthusiasm that will determine how successful you are. Enthusiasm mixed with rock solid knowledge of your real estate business.