From the moment we are born until the moment we die, everything we say and do is for the purpose of satisfying some want or need. A basic rule of selling is that a person will buy what they want, whether or not they need it.

One of the most common mistakes salespeople make is in assuming that a client will make the purchase because you have convinced them that your property is a great buy. Now, I don’t claim to be a psychologist, but in my selling experience, I have found that there are two basic appeals. We react from logic and emotion, and when there is conflict between the two, emotion will always win. (more…)

Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on.

What do we fear? As salespeople, we fear saying or doing things that may halt a potential sale. Hopefully, you’ll learn to recognize and conquer your fears through continual education, practice, drill and rehearsal of strategies and tactics that will keep you ahead of the pack.

A tough part of our jobs as salespeople is in helping others understand and overcome their fears so we can earn the opportunity to help them make decisions. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through those walls.

Here are some other common, normal and potentially paralyzing fears that many people face in decision-making situations and what you should do about them. (more…)