As the sales coach and trainer, I have the opportunity to watch hundreds of video mystery shops every year. One thing I have learned is that no two sales presentations are ever alike. Everyone has their own, unique selling style. There is no “one size fits all” formula.
Often, as I am coaching sales people, they will ask me what the secret is to sales success. Well, the secret is….there is no secret! But, there are some areas that you can master in order to perfect your craft and sell more homes.
Here are our 3 Top Tips for Sales Success
- Understand the Science, and Perfect the Art Recently I watched a video mystery shop where the Sales Associate scored a perfect score of 100%! I was so excited to watch this shop. However, after about 10 minutes of watching, I was bored out of my mind! The sales person had the technique, hit all the required criteria on the score sheet, but his delivery was boring, dull, and very unimpressive. You must master both the science (the presentation) and the art (the delivery) in order to be successful in sales.
- Be your authentic self I have seen sales people try to emulate top producers’ sales styles. Big mistake! What works for one, will not work for all. If you are naturally funny, use it in your presentation. If you are not, don’t! It will come off as forced, insincere, and very awkward. Embrace your own authentic sales style. Be transparent and flexible in your delivery. Your prospects will appreciate it!
- Sell with Passion I preach this every single time I have the opportunity to speak to salespeople. You must be passionate about what you do. I can usually tell within the first 5 minutes of watching a video shop if the sales person is going to flop or be fantastic. The reason? Passion! I can immediately see and hear if they are passionate about new home sales. If I can tell just by watching a video on my laptop, trust me your prospects can tell during your face to face presentation. You can’t fake passion. You either have it or you don’t.
These three tips are ones I most often share when I coach new home salespeople. Once you “own” your presentation by perfecting your sales delivery, being your true authentic self, and allowing your passion to shine through, the job becomes much less stressful and much more fun! Your prospects pick up on this immediately and they are instantly put as ease. Happy Selling!
About the author…
As Sales Coach & National Trainer for Melinda Brody & Company, one of the nation’s leading video mystery shopping organization, Leah Turner has coached and trained thousands of new home sales and real estate professionals providing ways to improve and enhance their presentations and increase sales.
Engaging, educational and always entertaining, Leah is a sought after speaker and has presented at numerous national/regional conferences and builder’s associations in addition to conducting private workshops and training programs for home builders across the country.
Leah’s experience and expertise in coaching, training, and sales management gives her the competitive edge needed to deliver impactful, content rich programs to sales and real estate professionals. Her delivery, format, and humor leave her audiences empowered, motivated and ready to take their professional and personal life to the next level.