Tips for Sales Northampton MA

Source: CUSTOM HOME Magazine
Publication date: November 1, 2007

By Paul Montelongo

In uncertain economic times, some salespeople thrive while others struggle. Certain custom building firms earn a greater market share than ever before while others succumb to shrinking profits and market gluts.

It's easy for struggling sales pros to blame their lackluster performance on the economy, and many areas of the country do report a definite softening. But even in markets where sales may be down as much as 50 percent, someone is selling the other 50 percent. Is it you?

The savvy salesperson sees nothing but opportunity in any market, thanks to a laser-sharp focus on the end game. He moves toward his goals with complete certainty, unfazed by bad news or hesitant customers.

Use the tips below to focus on your desired outcome and you won't have time to worry about the so-called housing crisis:

• Be specific. Most salespeople hesitate to ask for the sale. Maybe it's a fear of rejection but the deeper, more truthful answer is that it reflects a lack of intention. Move beyond a “no” with “What else do I need to do to get a ‘yes?'”
• Pay attention. Note what is working for you and continue to do it better than before. Often, sales pros will sabotage their own success out of fear of the unknown. In other words, they've reached a new level of success and the uncertainty of the situation causes them to go back to what is familiar.

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