In my career, I have been blessed to work with some very talented salespeople. Watching a true salesperson has always captivated me. Its not the loud, obnoxious salesperson I am speaking of, rather it is the talented one that seems to connect with people in a special way.

Over the years I have hired and trained many salespeople. Some make it and some don’t. The ones that don’t make it generally have two things in common. They can’t communicate without a cheat sheet and secondly, they can’t stop talking.

In sales, there is a point when you have said all that needs to be said and you stop talking and let the buyer make up his mind. The brokers that keep selling/talking end up running past the sale. They made the sale and then ran past it because they kept talking.

I have one broker in mind that I loved but bless God he couldn’t stop talking and always ran past the sale. I have this other broker that I love that is incapable of making a presentation without reading from a cheat sheet. When you are face to face with a client or buyer, it’s ok to refer to a document to clarify a point but if you can’t carry on a conversation without constantly looking at a cheat sheet, it just doesn’t work.

I lack many many traits a talented broker needs, but the two things God gave me was the ability to listen and how to read people. Without that I would never have made it in our business.

If you want to really get deep – God is like that sometimes. He leads/ impresses on you where you need to go or what you need to do, and then he stops talking and waits to see what you do with it. Merry Christmas. KT