When my wife told me she was tired and wanted a low-key evening, I didn’t know how my surprise would go over. It’s funny, though, how tickets to a Coldplay concert can quickly change a person’s mind.
It wasn’t just the music (it rocked), or the atmosphere (it rolled), but the energy from the band that really made the evening something special.
In his first moments onstage, Chris Martin, the lead singer, declared his intentions to give us the best show we’d ever seen. And he delivered. He put his body and soul into each second of each song.
By the time it was over, he had nothing left. And I fully expected Chris Martin and his bandmates to go straight to their hotel rooms and to bed.
Think of yourself like Chris Martin–mentally prepare for your “show.” When your audience members walk through the door, tell them your intentions. Say something like, “You’re really in for a treat today. My goal for you is that you walk away feeling like you’ve never had more fun shopping for homes.”
And then deliver–put everything you have into giving a Chris Martin experience. You are the primary source of confidence, motivation, and hope with your customers, so leave it all on the field and hold yourself accountable. At the end of the day, ask yourself if you can honestly say you’ve given it your best. If there are any “shoulda, woulda, couldas,” then you know you’ve got something left in you to give.
This week, try to provide the Chris Martin experience. State your conviction and then put all of your energy and charisma and passion into delivering.
Here’s to earning what you’re worth!
Contributed by Jason Forrest, new home sales trainer/coach
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.
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