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Sign into your accountThe Sales Springboard: 'I Need One More Sale'
November 20 2016
Every real estate salesperson makes this statement periodically. We look at our results, we look at our bank balance, and we decide that we want more business right away.
As a sales coach for over 17 years now, I realize that "one more sale" you are looking for so urgently is actually preceded by a need for something else. I call it the "sales springboard." The Sales Springboard is the catalyst that generates the sale. As a rule of thumb, no springboard – no sale.
Here's a list of some common sales springboards that you need to have available to make things happen faster:
Springboard #1. Following up with your database on a daily basis using the tools at your disposal. Remind your past clients and your centers of influence you are there to help them.
Asking for referrals comes from building a comfortable rapport. That rapport comes from staying in touch personally – remember "the business of business is still people."
Springboard #2. Being comfortable with using scripts and dialogs in a conversational fashion (much better than "winging it"). This is taking "what to say and how to say it" and fashioning the conversation around a style that is comfortable for you.
Don't change who you are, just enhance how you say things.