I went to see the new Karate Kid with my wife. While I was watching a scene from the movie it made me think of what Karate Kid wanted in comparison to what the instructor was trying to teach, and the parallels they have to sales training.
In the movie, the Karate Kid wants to learn how to fight, but he doesn’t understand that he needs to learn the correct fighting strategy before he can actually fight to win. He wants the easy road–the quick fix. Just the same, salespeople don’t realize that they need to learn the correct selling strategy before they can actually sell a home.
For example, instead of asking for an easy line that you could use to handle the “I just want to think about it” objection, you should be asking yourself questions like, “What is my purpose in this stage of the sale? What steps must I be using to accomplish this purpose? How will I know that I have accomplished it? If they want to think about it, is that because they are scared, or because they don’t have all the information to make a decision? Have I asked questions to understand if they are scared or need more information?”
If you want to make a career out of New Home Sales then think at a higher level. Delay gratification by trying to learn the strategy before the quick fix. When you do this you will be on your way to true mastery.
Excellent post, Jason
I agree with you that we as new home sales people must think at a higher level in order to be more successful and that involves learning the correct strategies and not just a “quick fix” to make a sale.
I am reminded of the saying which states “if you don't know how to get there, then you won't know when you have arrived” when I think about learning new sales strategies that will help me be more successful in new home sales.
I am a firm believer in knowing where I am going so I will know when I have arrived and I do this by learning the strategies that you have written about in your book “40 Day Sales Dare.”
Keep up the good work.
Thank you
You do a GREAT job.
Regards,
Del Barbray
This is really an important point, and a distinguishing characteristic between top performers and all the rest. Many are content to do what they've always done because they've always done it that way. Top performers are on a constant search to understand the strategy behind the actions. If the purpose is correct, the technique will follow.