Seriously. I know you’ve heard the phrase “lead, follow, or get out of the way.” But if you’re a salesperson, you must lead or you may as well find another career. Joel Barker defines a leader as a person you follow to a place you would not go on your own.

As the leader in the sales relationship, you dictate the flow, pace, and direction of the visit. I’m not telling you to be an overbearing jerk. Quite the contrary, actually. If your customers are looking for a new home, then they’re not satisfied with their current situation. And you are the one who can help your clients reach their goal-you know the most about the process, the homes, and the community.

Leading doesn’t mean that you do all the talking either. Again, it’s the opposite. Ask the right questions and listen (really listen) to the responses. That’s how you’ll be able to identify the right destination and walk them towards it.
You may be thinking that it’s a great concept, but too big to sink your teeth into in practice. Well I’ve put a lot of manageable and practical lessons (40 to be exact) into a book called 40 Day Sales Dare. The book is designed to give you an area of focus for each day and builds discipline and confidence along the way. You can also find mini-lessons here on my blog or in my podcasts.

You’re doing your customers a favor by helping them reach their goal, not by sitting back and observing the process. See yourself as a human GPS or a tour guide and lead your customers where they’re trying to go.