Supercharge your communication skills and supercharge your sales!
Write this thought down…To be a great salesperson, you 1st have to learn to be a great communicator.
- Communication is about focusing on others
- It is more about listening than speaking
Developing your communication skills is no more than developing your awareness of others. Great salespeople are curious.
“So I am curious Mr. and Mrs. Jones, when you sell this home where are you moving to?
Great, Florida. So of all the places you could choose, how did you pick Florida?
Family… great, sons and daughters? Oh a son down there and do your kids have kids?
Great, so you have grandkids.
Great, so your moving to Florida to be with your kids and your grandkids right? Won’t that make you feel great?
Super… so if you don’t sell this home, will you rent it out and still move on to Florida?
Or will that delay your move?….”
Great salespeople then listen to the answers and determine what solution they will provide or what advise they may give.
They listen simply to understand. The act of listening with a desire to understand is an act of caring.
When people feel you care, they will open up to you and you can get the answers you need to be of service.
Problem – Most salespeople don’t listen with the intent to understand… they listen with the intent to reply.
Not listening communicates a lack of caring; it comes across as a form of selfishness and arrogance.
When salespeople lack the ability to communicate that they care… by listening, they lose the ability to understand the prospects needs before communicating their ideas.
Even if the salesperson has the ability to speak well, and even if they are a tremendous presenter, their skills are greatly diminished if the salesperson lacks the ability to listen..
Speech or words is only a portion of communication.
We also communicate using facial expressions, posture, and body language.
In fact, communication is 7% words, 38% tonality, and 55% body language.
Nonverbal communications are confidence, enthusiasm, and integrity; they are communicated from the way you dress i.e. flashy, provocative, conservative, guys… tie.. no tie. Your handshake … firm… dead fish like, making eye contact or not making eye contact.
Knowledge =confidence and when you are confident, you communicate that to buyers and sellers.
When you are not knowledgeable you communicate that also.
What are you communicating?
Confidence or whimipness?
Average salesperson
Superstar salesperson
What are you?
How will your client know? They will know by the way you communicate to them.
Will you listen?
How will you look?
Will you know the market so you exude confidence or not?
Average?
Superstar?
With us superstar.
Without us average.
Today matters!
What activities will you do today to make sure you’re not an average agent?
What scripts will you learn and practice?
How many properties will you preview later today so you can be more knowledgeable about the market?
Now let’s go out and make this your best week yet!
