Squirrels. Those bushy tailed little critters that abound in parks backyards and other wooded areas. Everyone has seen them.
We have dozens of them on our property, and they're fun, entertaining, and educational to watch.
Educational, sure. Here, let me launch into my sales analogy.
I've seen squirrels fight, run, chase each other, defend their territory. flee, jump from tree to tree and lib to limb, and bait the dogs, I imagine you have too if you've taken the time or been around them for very long.
Here's what I really respect about squirrels and where the sales tie-in occurs. Squirrels are boldly confident. They know how far that next tree is that they can jump to and how far away they can launch their jump to make it onto the tree when being chased by another squirrel or a dog. Did they have a mentor? Maybe they just learned it by practicing. I didn't ever see one with a tape measure. Whether they observed it from other squirrels, practiced it, or learned in an emergency, the point is that they know. They know that they know.
When a squirrel is being chased by another squirrel - for whatever reason - they run up the tree, jump from branch to branch, and even run full speed to the end of a tiny branch that seemingly can't even support their weight to jump onto a branch in another tree or onto the roof of the house. How does it know how far to jump? How can it do it at alarmingly full-speed? The only explanation is that they know that they know.
It's amazing to me that they don't occasionally misjudge the distance or their speed or other variables. I should think I would have seen several falling to the ground. I've only seen one squirrel ever fall - and he was pushed. He jumped right back on the tree and kept going.
When we know that we know that we know, we can be very confident (not arrogant or haughty) in our ability to ask the right questions, to help our customers find the exact property they're looking for, to have the answers ready to their questions, to not be thrown by objections, to ask for the sale and get the order, and to be extremely effective.
There's a great lesson from the squirrels. Let's develop that type of subconscious guiding system that we can engage at will without even thinking about the mechanics of it.
----
For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies
Posted by 
I hear ya! Thanks for the post.