“A man who works with his hands is a laborer;
a man who works with his hands and his brain is a
craftsman; but a man who works with his hands and
his brain and his heart is an artist.”
–Louis Nizer, lawyer
In order to be great, you have to work with your hands, brain, heart, and soul. You might even add to the above quote and say that a man who works with his hands, his brain, his heart, and his soul is a sales professional.
If you fit that description, take a moment and bask in the reverence that you are the highest level of sales evolution. Others just use their hands or their hearts and their hands. But not you, you use your soul.
It’s a tall order, I know. But you’re up for it. You pursued this gig knowing there weren’t guarantees…knowing you’d have to give up nights and weekends and holidays. You may as well make it worth it by giving it your best and operating at the level of a sales professional.
You use your hands by showing–opening up cabinets, demonstrating, walking off the room dimensions on site, having clients touch and feel construction quality, etc..
You use your mind by appealing to logic–talking about the features that will improve your customers’ lives on a logical level.
You use your heart when you appeal to emotion–the benefits to prospects’ lives on an emotional level.
You use your soul by connecting deeper; selling to each customer as you would sell to your mom or sister; and passing on your hot belief that if they don’t buy, they’re missing out.
So, are you using all of you? Make it a game–after each interaction with a customer today, consider what levels you sold to them on. Did you sell at a laborer’s level? Or maybe a craftsman’s? Did you sell at the level of an artist? Or did you give it everything you have and sell at the level of a true sales professional?
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.