Coach Patti's Blog

Have you ever watched a really good sales professional at work, and wondered how he or she did it? Your reaction might be, "I could never do that." But you would be wrong! The top sales people did not suddenly appear as adult professionals. They all started somewhere, they learned their trade, and they learned one vital lesson: sales success is based in your beliefs.

When someone has negative thoughts, their vision of the world comes true. But when someone has positive thoughts, that vision also comes true. How can that be? The world is the world, right?

Yes and no. I'm not about to tell you that you can change a rock into gold by thinking positive thoughts about that rock. But I am saying that much of your reality is created by what and how you think. The most important point is that what you think, and what attitude you bring to the world, are your choice. This is one of the most important things you will ever learn, and something I stress for those who participate in The Real Estate Game.

I've heard that we have about 80,000 thoughts a day. For some people, up to 90% of them are negative thoughts. You know what that sounds like in your head, don't you? "The market is bad." "People aren't buying these days." "Mortgages are just about impossible to find." I'm pretty sure that those statements will be true if you believe them and repeat them often enough!

Now what do you suppose would happen if you tried on a new mind set? "A market like this gives me a chance to innovate." "There are always people who will buy the house that's right for them; now I get to practice making those matches." "Mortgage brokers are a great source of information and can help me qualify buyers so they get approved." These are also true.

Think of a day when someone did something very nice and completely unexpected for you. How did you feel? Did the day seem brighter, was there a spring in your step? But really, the sky wasn't any different, was it? Your knees didn't suddenly become 10 years younger, did they? What changed was your attitude, your way of thinking, even if only for a short time. Now take that small illustration and magnify it. What if you could carry that feeling through a day or a week? People you met would see your positive approach to life, and would want to be near you, would want to work with you.

In selling, recognize that what you think is your reality and what your clients think is their reality. A successful salesperson remembers this and finds out what the client's reality is so that they can speak to that point of view. We must find out what our prospect's point of view is in order to influence them. Ask questions and then really listen. Look for answers that are spoken but also the ones that are between the lines, that are hidden in body language and facial expression, that are there in the tone of voice. You will learn what their reality looks like. With that knowledge you can speak to their wants and needs, and you can close the sale.

Now a bit of "homework" to help you get just a taste of the power of changing your beliefs. The next time someone asks the standard, "How are you?" don't respond with the usual, "Fine, thanks. How are you?" Let your response be, "I'm terrific! Isn't this a great day?"

Let me know how it goes.

Patti Kouri, Accelerated Performance Coaching
Helping You Through Self-Made Limitations! 

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