Discover How To Close More Deals Without Being A Salesperson
By JD Esajian on January 18, 2017
Marketing and lead generation is often a source of constant struggle for any small business. By converting just a few extra leads into deals you will see a substantial increase in your bottom line. Instead of spending more money on marketing you should focus on conversion. There are many subtle actions you can take that will improve your conversion rate. These actions have more to do with you, your personality and how you approach the people around you than anything else. You can be effective at sales and get more deals closed without sounding like a full blown salesperson. Here are five simple tips that will help you improve in this area.
- Know Your Subject. The first step in getting more sales is knowing your subject. Sales in the real estate world can mean many different things. Sales can be how you talk to a motivated seller or how you write up an offer to a lender. It can mean trying to influence a local wholesaler or even trying to get a local contact to work with you. Sales are based on the act of persuasion. The best way to persuade people is by knowing your subject inside and out. Regardless of the business people like to work with experts. By coming across as an expert on a property or in a certain niche people will gain a comfort level with you. This comfort level will eventually lead to an opportunity to work together and the rest is up to you. You should spend some time every day learning your craft and becoming an expert. By knowing your subject inside and out you will see your sales conversions rise.
- It’s Ok Not To Know. Another important factor in sales is sincerity. It can be argued that this is just as important as knowing your subject. One of the biggest mistakes that people in sales make is talking too much. If you don’t know something it is ok to say it. By talking without any knowledge of the topic you don’t make a great impression. There are times when you need to put up the white flag and proclaim that you don’t know something or have never heard of what they are talking about. This will always score you more points than trying to make something up off the top of your head. Instead of scrambling around for an answer that may not be right just simply proclaim you really aren’t sure about something and move on. In fact if you can research the answer and get back to them within twenty four hours you will actually create a positive impression that will be remembered longer.
- Don’t Oversell. The internet is truly an amazing source of information. You can find information about anything and almost anybody in a matter of minutes. It is important to keep this in mind when speaking with people. Whoever you are meeting or talking to can do a quick search and find your website, social media accounts and any posts you may have made. You don’t need to tell them all of the deals you have closed or people you know. They can find out on their own. There is always a fine line in sales between selling yourself and remaining humble. As a general rule of thumb you should only tout your abilities and accolades if you are asked. By offering up this information voluntarily you don’t make a great impression. You also need to know where you stand in your negotiation at all times. If the other party is leaning to working together you don’t need to hit them over the head as to why. A subtle push can often do the trick. You can do more damage than good by overselling.
- Listen To The People You Talk To. We have all heard the reason why we have two ears and one mouth, because we should listen twice as much as we talk. When dealing with people and trying to improve negotiation this is certainly the case. One of the hidden important factors in sales is listening to what the people around you are saying. Instead of being in such a rush to talk next you can learn plenty about who you are talking to by listening. They will often tell you their motivation for selling or what they really want out of the relationship. They will also appreciate the fact that you seem to genuinely care about what they are saying.
- Attitude. The final tip for improving sales is to improve your attitude. Regardless of what has happened in the rest of your day you need to clear your mind and keep a positive attitude. People want to work with people that will accomplish tasks and not make excuses. If you are nice to someone at networking meetings or investment clubs they will remember it. You will be branded in their mind as the nice person. This will eventually lead to a formal meeting which can lead to a deal or a relationship. None if this happens if your attitude is negative and you come across as a jerk. Every deal you go after or person you meet you should approach as if it is the one that will change your business.
Sales are not about how well you can talk or how clever you are with your words. It is usually about how well you connect with people. Use these five tips to help improve your sales conversion.