The quality of your sales skills can dramatically influence your income. Once we all had tremendous sales skills, and we did not even know it. We intuitively learned and perfected our presentation to the highest level. We persistently pushed forward and never took, "No!" for an answer without a fight, then we usually wore our opponent down and got the sale. We had it all going for us, we had it all figured out, and then we stopped. Most of us stopped being great sales people around ten or eleven years old. Up until that point we were highly skilled sales people. Have you ever watched children under ten at the store? Most are very good sales people. The highest skilled are the three to six-years-old age group. They know what they want, and they do not take, "No!" for an answer. They usually manage to sell their parents on their idea or thought. They are highly skilled because they know their scripts and dialogues. They know what to say to get the parents to do what they want. Agents must also have scripts and dialogues down to elicit the desired response from the client. Successful agents need to have scripts for sellers and scripts for buyers. Brokers need scripts for other agents and for staff. The better people define what they are going to say the more successful in saying it they will be. ... full article

Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import – is at best, a wishful endeavor. ... full article

What's the one thing starting today that you could start doing, stop doing, or change that would have a dramatic impact on your client relationships? It's an excellent question and I hope you'll take a moment to consider your response.
It sometimes takes a great deal of effort and an extraordinary amount of energy to close "a big deal." Never forget, it may take even more effort and energy, to keep the business after you win it. It takes courage to get the business and creativity and imagination to keep it. ... full article