Selling seems so easy. It’s just about chatting to people, isn’t it? Then why are you so many salespeople so unhappy? Because picking up the phone a hundred times a day isn’t at all easy.
PLEASE STOP TORTURING YOURSELF
Yes, the statistics about how many phone calls it takes to generate sales are correct, but they are a siren’s call. An idea of something beautiful that lures you to your death. Yes, making the phone calls creates sales but in reality, very few people can do it consistently. I know this from testing nearly 30,000 candidates who are wanting to become agents and nearly 5,000 who already are within my client base. Only 5-10% can do this naturally and another 10% at most, who can do it with better training, coaching, little tricks (like this great sticker) and nauseating determination.
So, if you are already in sales and committed to staying but you’re struggling with the amount of proactive contact that is needed, there are things you can do to help yourself. But don’t beat yourself up by thinking this is a ‘simple’ thing that you should already be able to do.
Know your sales style
Before you embark on more training or coaching you can find out how much natural talent for selling you really have. You know it’s not the sort of selling style that enjoys spending half the day on the phone. Find out if it’s the sort that includes the nauseating determination to push yourself to the level you can find by completing a Sales Inventory Profile test. You may instead want to find out if you should be in real estate sales.
Could I have a career in the real estate industry?
If you have tried all of these things, be kind to yourself and learn to use marketing tools instead or change products to ones that do not have little or no phone work.