What’s Your Face Saying?

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ExpressionsHave you ever stopped and really looked at the people you see at the airport? I travel a lot and get to see all kinds of people; families, singles, young, old, children, professionals, and those who look like they haven’t a care in the world. What I notice is that most people are not only in a hurry, but are in a hurry with a frown on their face. Those who have smiles and a positive look on their face are like beacons in the night. Those are the people I want sitting next to me on the airplane.

What is your face showing to the world., to your customers, and to your fellow employees? I am reminded of Anthony who is the picture of positive mental attitude.

Anthony, a salesperson in the Midwest, was normally number three or four on a large sales staff. His ranking was consistent, not a flash in the pan. I thought nothing of this until I met this master closer and discovered he was legally blind. Imagine the shock of finding out there was a gentleman selling new homes that could only see fuzzy outlines. He had to walk with a stick. Someone had to drive him to work. There was no touring a prospect through the community. He had to rely upon his prowess as a master demonstrator of his models in order to position his product above the competition. During role plays, you would never know he was blind except for his cane and slight uncertainties. Best of all, you wouldn’t know he had a disability due to his positive mental attitude. One time I asked him what made him perform so far above the others. His answer was a classic.

“Mr. Richey, I see my model homes through a different set of eyes. I’ve had to work very hard to learn the floor plans, to know where the furniture is so I wouldn’t look foolish stumbling over it. I had to understand how the home sits on the site. I had to see the colors through the theater of my mind even if I couldn’t see them myself. I don’t believe I’ve used this disability as a crutch in any way. I believe I’ve sold houses through my sheer love of selling and the passion to help people.”

Anthony’s positive mental attitude created opportunities for success that the person with the frown would not have gotten. Check your face today – a frown or a smile?

Be a Visonary!

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Thoughtful businessmanVi-sion-ar-y – noun: a person of unusually keen foresight

A paper published by Duke University in 2006 finds that more than 40% of all the actions performed by a person in a single day result from habit, not actual decisions. So, as a new home sales professional, more than 40% of your behaviors are habits. Are they good habits? And, is the 60% not controlled by habits marked by creative thinking? It is too easy to let ruts and habits define us to the point that we can no longer think “outside the box.”

Take a minute. Sit down with a sheet of paper. Write across the top … “Ways to double my sales.” What can you do? Be creative!

Some thoughts:

  • Rev up your referrals! Positive Mental Attitude – No matter how tough things are, start the day with a positive note. Say, “Good morning!” not, “Good grief, it’s morning!”
  • Make others feel good. You are a sales professional. Make everyone you meet every day of your life feel just a wee bit better for meeting you. Find something positive to sell and sell it to everyone even if it is only a smile!
  • People like to buy from people they like! Be happy. Smile. Court enthusiasm. Take action. Embrace pro-fit-uation (proactive selling where the pro fits the right situation to the right prospect at the right time).
  • Maximize your time touring prospects. You can’t sell air, so double your time face-to-face selling. Stay open later. With daylight savings time, promote after supper visits. Service your customers and they will refer to you.
  • Think outside the “batting cage.” Look for new ways to attract buyers to your store. I once owned a baseball batting cage business. When the machines were operating at full capacity, the revenue was stagnant until I constructed pitching mounds as a traffic holding action. The customers paid as much to pitch the balls at the targets to win a free round of batting as the actual round itself!

“Doubling sales is the master closer’s rite of passage.”

An article in Forbes remarked that sales is about building rapport, not breaking it. One of the surest ways to break a sale is to try to “sell” to the customer. No one wants to be “sold.” It smacks of high pressure. Instead, we need to educate our prospects: “Whether you buy from me or someone else, there is information you need to know to make an informed decision.” If your marketing is based on educating the customer, it will attract buyers before they even know they are in the market to buy. How many “just looking” prospects ended up buying because of the education they received about new homes?

So, one of the best way to “think outside the box” is to figure out ways to educate your prospects about what to look for in a new home. Offer a free class on the “7 Things to Look For When Buying a New Home,” or “5 Shortcuts Some Builders Take Which You Want to Avoid.” And of course, one of the surest ways to educate your prospects is to have a top-notch differential demonstration about your product.

You can double your sales, even in tough markets, by some creative thinking.