At Leader's Choice one of the things that we teach is how to understand the buyer and the seller. In doing that you would have to understand the psychology of people and how to get them to understand what is in their best interest. And you want them to think that they come up with the idea of it. See when you come up with the idea then you are selling them. And most people don't want to be sold. So I guess you could look at it as if you were a consultant. That is what we like to call consultative selling.

When you are a consultant one of the things that you would do is ask questions. The reason why you ask the questions is to better understand their situation so that you will not give them any wrong advice. Most importantly as a sales person it helps you control the conversation. The greatest sales people in the world are not the best talkers...they are the best listeners.

The other thing you want to do is use names often. But you only us Mr/Mrs until you ask permission to call them by first name basis. Also I want to point out that when you have something important to tell them you would want to ask permission to share it with them. When you ask permission to share something with them, it helps to draw them into the conversation.

When you talk to them you want to use what we call F and V, vioce inflection and facial expressions. This will help to keep them involved and not get bored with what you are talking about. And last thing you would want to use is visuals. What is the saying " Pictures are worth a ....." In sales we would say " pictures are worth a thousand dollars." Don't ever tell someone what you could show them and don't show them what you could tell them. This would go hand in hand. Make sure that you express the point in the visual.

When your selling someone your are stage and must learn to act. You better know your dialogue, techniques, and process (DTP). Dialogue would be your questions. Have a pre-planned listing presentation. Having all of these you can take someone from point A-Z. From the start to the finish or close.

With your questions you want to ask open-ended questions. Like where are you planning on moving? When, why? See you could never say yes or no to open-ended questions. Write down all the answers so they feel like everything they say is important. And with your questions you want to become bolder and bolder. Start with simple questions, like when did you first start thinking about moving? Finish up with bold questions, like what would it take for you to get your property listed with me today?

Have you ever heard the saying "Chance favors the prepared mind"? That is by L. Pateur. I think that is how your become a leading sales person.

Anyone who would like to join my group on here called Leader's Choice feel free to join. I'm just starting to build it and would like for as many sales people to join. If you have anything that would tag along to becoming a better sales person please let me know. I'm always looking to help better myself.

Wishing you greatest success.