According to Dictionary.com, defense is “An action of defending from or resisting an attack,” an “attempt to protect/defend against opposition” or a “barrier against attack.” When new home sales professionals play defensively, they are just trying to survive. Offense is “the action of attacking,” or “the team or players who are attempting to score or advance the ball.”
You can take an offensive stance by preparing for “play” and anticipating the what if scenarios.
Think back on your last appointment and analyze where you spent more of your time. How much time did you spend prior to the appointment coming up with a strategy to convert the sale? Did you spend any time anticipating the what ifs?
What if the customer doesn’t like your price? What if the prospect says no? What if the potential buyer wants to wait until after Christmas or until they can get their desired price for their existing home? What if they don’t want to live next to power lines or busy roads? What are you going to do? If you haven’t thought about it, it will catch you off guard and you’ll lose control of the sale and end of stopping the sale.
The American mindset is to prepare for the very best and hope for the very best. But it’s not always that way. An immigrant mindset is to be prepared for the very worst and hope for the best. So take an immigrant mindset to your next appointment and be prepared for different scenarios.
Here’s to having the immigrant mindset and earning what you’re worth!
Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.