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A Return To Common Sense

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If you do just a brief study of the tools available to the new sales professional today you have to be impressed. Cell phones, notebook computers, color copies, hundreds of books and instructional manuals focusing on every possible approach to selling.

The first step in growing in sales is to learn a sales technique and then begin Prospecting so you can use that sales technique. There are tons of materials available to teach Prospecting.

However, with this wealth of resources, I still find sales people are having trouble growing their territories and customer base. The reason is simple, they aren't DOING what they need to do. Common sense would say that since all these resources are available, sales people have it really easy today. It isn't so.

So here is some simple Common Sense advice so all of you can grab any sales professional that is having trouble and teach them what to do.

First, get leads. I have found recently that some of my client sales people don't even know who their Prospects are! I haven't addressed this situation in years, so was kind of taken aback when it came up. How can you work in a territory and not know who your prospects are? The cure, read local papers, use business directories, visit the chamber of commerce, read signs on stores, businesses, trucks, cars, ask your customers, ask the people with whom you work. You should know every person in your territory that can use your products and services.

Second, select a Prospecting system. Yes you need a system so select one and then learn it. Prepare the words that you are going to say, then Practice them out loud so you know them cold and are comfortable with them. The next step is simple, just go out and Prospect. Persist at Prospecting. Before you actually start, set up a follow up method since follow up is essential for any Prospecting system. Deciding how many Prospecting calls to make per week is important and then tracking those calls to be sure you actually make all of them is critical.

Third, I think it is very important to have someone check with you on a weekly basis to see that you are actually doing all the steps in the process. If you have a sales manager, ask he/she to review your weeks Prospecting activities. If not a sales manager, have a peer, a friend, or a spouse. It is good to simply talk about your Prospecting activities with someone who can ask questions and cause you to think from someone else's perspective.

You would think that Common Sense would prevail when it comes to the selling process. After all it is relatively simple, find potential customers by Prospecting, discover their wants and needs using your questioning skills, present and sell your products and services using selling skills, keep the customers with great customer service. This is not rocket science.

Have a great week of Prospecting.

Sell Well and Often,

Bill Truax

© Copyright 2006 WJ Truax

A Return To Common Sense

1. Relatives know infinitely more about real estate than any real estate professional, always listen to relatives first. Mom and Dad last bought a home in the 1980's, there's only been 32,416 rules changes since. Grandpa Joe who bought his home after WWII thinks sub-prime is a meal you eat on a submersible watercraft. By all means listen to these sage real estate experts before all others. Our advice is to research and interview two to three reputable agents before starting your home search. Don't be the typical home buyer that gives more thought and analysis to buying a TV than their home.

2. Why bother going to the bank before you find the home you want to buy? Who cares how much you can afford to borrow? What a hassle, just get a pre-approval from an online lender, you never will see, hear, or speak to, as you feverishly attempt to contact them after they have withdrawn your loan approval the week before closing, unless you agree to increase your interest rate by 3%, and add $6000 to your closing costs, for you to be able to close. Brilliant course of action. Our advice; never borrow money from anyone you can't put your hands around their neck.

3. Hey, this is a buyer's market you should always offer low, ask for all the appliances, the lawnmower, the pictures on the walls, that cute gun safe in the corner, all the guns in the safe, the dog, the next five years lawn service, the antique car in the garage, and any ice cream in the freezer. Our advice; don't tempt the seller to introduce you to what's in the gun safe, and chance a personal close up inspection of the freezer. This might be an acceptable course of action in California, however not in the real world.

4. Who me, need a real estate agent? I've gotten my pre-approval, and have read sixty-two books from Barnes and Noble on 'how to buy a home'. The best deals are the for sale by owners, says so in chapter one of every book, 'you're dealing with a novice', unlike me who has read da books! For sale by owners aren't paying any greedy real estate broker thousands of dollars in commissions, so they will pass those savings along to me, after all, the for sale by owner loves me, and are just selling their home to help 'me' out! Our advice; don't be the fly that thinks the spider is his friend. Buy an overpriced home today, you'll have to sell an overpriced home tomorrow.

5. I agree, you should have a real estate agent. That's why you should call dozens of them. You should see them jump when you want to see one of their listings! Who cares if they already represent the seller, it's in their code of ethics they have to protect me too! Don't you know all of them are professionals at pricing homes for sale, and I especially love the agents that whisper to you what the seller will take. Where else could you get such inside information? Not only can you get inside information, to get a sale, they told me they wouldn't charge me a dime if they were on both sides of the transaction! Our advice; it is better to trust a heart that is dishonest, than to mistrust one that is honest, applies to your spouse, not your relationship with a real estate agent. Calling agents off signs is like a blind date, with serious financial ramifications.

Learn before you act, or you'll learn after the fact.

Make it a great day.

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About Author

Both William Truax & Fritz Pfister are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

William Truax has sinced written about articles on various topics from Prospects, Marketing. . William Truax's top article generates over 720 views. to your Favourites.

Fritz Pfister has sinced written about articles on various topics from Real Estate, Prospects and Sell Home. Fritz Pfister is a licensed Realtor with RE/MAX Professionals Springfield Illinois.Fritz is a leader in the local real estate market and hosts a live one hour radio program, now in its' 13th year.Fritz's website is. Fritz Pfister's top article generates over 3600 views. to your Favourites.

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