So many salespeople go into selling without understanding the fundamentals and how they are to be used to build business relationships. Often, the hard-sell strategies end up doing just the opposite, sometimes without even realizing it. This is why I had always recommended that sales teams learn more about the subject and go out and make sales, but to make friends too.
Sometimes, something very subtle, a small mistake, can turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read, which, in a way, complement each other and also conflict. But I believe there is a philosophy that can be gained from such reading:
“Winning Moves – The Body Language of Selling” by Ken Delmar – 1984.
The book has a little subtitle of interest: “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” The author suggests that religious leaders, politicians, actors, top trial lawyers, and top salespeople share these abilities. He further suggests that we can all do this, if we learn how – and that is exactly what this book explains how to do.
Amongst the topics are how to maintain composure, a sense of trust, limit stress, look relaxed, self-assured, and confident. Imagine disarming prospects, improving your voice, and allowing hostile people to backtrack with proper body language and adequate tone. Learn to look alive on camera, command a room, quell anger emotions, it’s all here and more, this is a great book.
“How to Master the Art of Selling Real Estate” by Tom Hopkins – 1986.
Mr. Hopkins starts this book by explaining what society expects a real estate salesperson to look and act like. How to maintain a professional attitude – then he gets into prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale. Next, how to present the proposal and how to maintain a referral network from happy customers and their friends as well. There is also a section on staying organized, scheduling, and planning. The final chapter is how to keep a scorecard of your successes; tracking sales, money made, net worth, and goal setting.
Once you are done reading these two books, I guarantee it will help you increase sales; more importantly, it will help you be a better you and make more friends in the process.
