5 Great Sales Tips from Steve Jobs

Here are five great sales tips from Steve Jobs that I know you will enjoy:

1. Do not compete on price – compete on value - Consider the way retailers like Costco operate. Almost everything is discounted from the competition. Their televisions are sold primarily based on price. Very few purchasers spend time checking out the various features offered by the manufacturers – the lowest price is the main buying criteria. Now translate that concept into you having a listing agreement signed at full commission. When you show extra value, your seller will be happy to pay you more because you're going to get them more. It is critical that you show them how you're going to do that. Your listing presentation must demonstrate that extra value and equally importantly; it must be entertaining, compelling, and full of conviction. This is definitely not the time to "wing it."

2. People do not know what they want until you show it to them (Steve was a master at introducing new ideas that everybody decided they needed) - Make sure that the value you bring demonstrates how current you are with what works today. A couple of interesting examples here: A) For your sellers — Open Houses are much more effective now than they were five years ago. This is due to the fact that buyers are much now more actively searching the Internet. This is obviously not a new idea but it is one that should be resurrected. B) For your buyers – With there being such a shortage of inventory right now, doorknocking the neighborhood your buyers are interested in can be amazingly productive (and profitable). Make sure when you are asking for the Buyers Agency Agreement signature, you are pointing out that this is the type of "above and beyond" approach you will be taking. It will open their eyes as to how serious you are about helping them find exactly what they want.