Sales can be a cutthroat game, with each day presenting new challenges that require a special kind of person to work through. While, like any career, working as a salesperson can have high highs and low lows, the job’s flexibility, potential for creative problem solving, and, of course, the desirable paycheques can make it a rewarding career if you’ve got the right stuff.
So what does it take to make a living in a job that’s different every day? After decades of experience in the industry, we’ve compiled the qualities that differentiate a good salesperson from a great one. Here is what makes a great salesperson.
Thinking on your feet
When you’re working in a business as personal as real estate, it’s important to always tailor your sales strategy to suit the customer in front of you, not the one you imagine dealing with in your head. When issues come up in a deal, which they inevitably will, it’s important to not treat them as an impasse. Instead, wow your client by going through new channels to secure a mortgage, work with an HOA, or get them the house they’ve been waiting for, even if that means hiring a contractor or motivating a seller. Being able to think on your feet is part of what makes a great salesperson.
Compassion
This may come as a shock for people who think of sales as little more than a job in which someone pushes a product in exchange for a cheque, but sales can be an extremely personal business. Whether you’re working alongside a client who’s purchasing their first home or helping a family upgrade to a larger space in anticipation of a new baby, a sensitive, personalized sales approach can go a long way.
Going above and beyond for a client
When you have your client’s hopes, dreams and vision for their future in your hands, it’s paramount that you’re not only meeting their expectations, you’re exceeding them. From getting a client an amazing deal to leaving them some local treats and tips when they’ve closed, personal touches that take the extra step will help you build trust and cement lasting relationships.
Committing to an ongoing education
The real estate market is always evolving and it’s important that great salespeople do the same. For some, that may mean doing research to learn about the latest trends in home design, while for others, it may mean going outside your comfort zone and adapting to new technology – whether that means reaching clients on social media or being able to give them guided tours on your iPad. To be at the top of your sales game, you have to realize that the steps required to become the best in your field aren’t a sprint – they’re a marathon.
Some lucky folks may be born salespeople, but for most of us, it takes hard work and commitment. With an open mind and willingness to extend yourself for clients, you can become the very best in your field and enjoy all the rewards, both personal and professional, that come with it.
Candice Schaffer works at Knightsbridge Park, a leading digital marketing firm for luxury real estate brands such as 70 Charlton, The Kent and The Greenwich Lane.
