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!
- 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.