What the Average Salesperson Lacks

Most people will read the title of my headline and come up with all sorts of answers. What was the first thing that popped into your mind?  This isn’t something you can go on Google or Wikipedia and find. Beofre I tell you what it is, let me share a personal story.

My wife and I are trying to sell our home,  we have just had a third child and we have outgrown this house. It’s been years since I have looked at buying anything, ( on a side note I know it’s not the best time to be selling real estate, thanks for the sympathy) and I had no contacts in the field. So I did what any good saleperson would do, looked for a refferal from a friend.

A  friend of mine recommeded a good buddy who really knows this market, “He would have saved me a bundle when I bought my house” he said.  I know what your asking, why didn’t he use him then? Unfortunately that came to me too late. After talking with the gentleman and going over the contract, I signed. At the signing he said he would scan a copy and send it to me. He also said he would send me the pictures and the description before it was listed. He ended it by saying that he thinks its a good idea to offer a home warrenty, most sellers are doing that today. Being a relatively easy sale,I agreed.

One day, two days, three days….and nothing. No contract, no description, and no home warrenty information.  I called and got a voice mail, I then sent an email. A day later I get the contract and the listing discrption, after it has gone “live”.

Can you guess what the average sales person is lacking?

Follow up skills. Simple. Do what you say you will do, when you said you will do it.  It seems like common sense to me…. I see it lacking everyday in my job. Isn’t something our parents have talked to us about? Then why is it so hard for a sales person to follow through?

Are you doing it?  Are  you sending the email and or phone call when you said you would, even if you don’t have the answer yet? In the instant communication world we live in, this is easy…you would think..Start doing that today and you will see your accounts be happier and new accounts be closed with less effort.

Well, I have had 80+ people come and look at my house….and no offers. I’m not a real estate expert, but I know sales and I can’t help but think follow up skills may be affecting my home….

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