In April, I was invited to speak for a real estate sales convention held in Seattle. The sales professional who attend this convention are earning in their millions, and it is USD I am referring to. They invited me to share one of my most fundamental selling concepts “Making Selling Fun”, it puzzles me as to why these sales professionals who are already so successful in selling wanted to learn something so basic. Out of my curiosity, I ask the President of the Association, and her reply astonished me.
This is Peter Ng. Welcome to my sales skill series ‘Awakening the Selling Power within You’ – Back to Basic.
“Even accomplished professionals can drift ever so slowly into destructive patterns and poor sales habits. The fundamentals taught are reminders, which combined with your new insights, will help the ‘old pro’ move to a new plateau of selling.”
What an insight! And this is true wisdom.
In May this year, I was invited to speak for another sales convention in Singapore on the same subject, and the training director of the company came up to me “Don’t you know that these are all our top producers, how could you be sharing something so fundamental!” I smile and simply told her “You are not in the business of selling, you can never understand.” Cause after my talk, I received not only a standing ovation but at least twenty invitations to request me to talk for their divisions. One of their very top producers came up to me and said, “If I would have only heard your concepts 20 years ago, I would be even more successful.” My reply to him, “You would not want to listen to me 20 years ago. Back then, I would have taught you all the wrong concepts and you wouldn’t be here today.” Life is a journey, with a beginning and an end, but it is the middle portion of the journey that is the most exciting, where we can make mistakes, learn from the mistakes, pick ourselves up, move on, and along the journey, remember to have fun.
Fundamental truths remain constant. The most successful sales professionals are spending time today learning and relearning basic fundamentals.
Selling is more than a profession; it is a way of life. And there is no profit on the sale we almost make.
One basic truisms of selling is that ‘slumps’ will occur, and the surefire way to end the slumps – return to the fundamentals with the right attitude. The primary reason we stay in a slump is a failure to be willing to return to the fundamentals. Lack of commitment is the primary reason that people failed in this profession. Ninety-nine percent of people who are unsuccessful in this profession are people who have a habit of making excuses.
During the sales convention at Seattle a big debate as to what is the most important part of the selling process took place. A big number believe that ‘closing sales’ more effectively would solve all their selling problems, some said it is a matter of handling objections, others talked about presentation skills, and one group argued that it is all about value selling. The reality is, regardless of how good you’re at closing skills, your product knowledge, your objections handling, your value selling, you are out of business if you don’t have a prospect.
Prospecting is the most important key to sales success! Until you have a prospect, you have no chance of making a sale. Sounds logical?
The best-paying-hard-work in the world is selling, and the poorest-paying-lazy-work in the world is selling. When you get in the business of professional selling, you will discover that prospecting is not a chore; it is truly an exciting opportunity for success!
In this profession, you must think about prospecting all the time, and when you do, it’s amazing how potential buyers will pop up in the most unlikely places. This doesn’t necessarily mean you need to approach everyone you meet at a social function or approach everyone at the bus stop. The best way to begin prospecting is to display a genuine interest in people, and how your products and services can help or benefit them in their lives and business. Selling is fun and exciting. Don’t make a chore out of it. It’s time to get back to basic!