The greatest salespeople aren’t born that way; they become great. They don’t just sell their product or service either; they sell themselves. If someone doesn’t like and trust you, they won’t buy from you. I secured a $7 million loan to buy my company with no money in the bank because others believed in me.
A great salesperson understands who they are selling to. They anticipate their client’s needs and do whatever it takes to meet them. They offer something of value, underpromise, and overdeliver. Be the seller you would buy from — flexible, accommodating, and tough but fair. Both the buyer and seller should walk away feeling good about the transaction. If you handle a sale professionally and with integrity, you’ll earn more than money; you will gain trust, friendship, and future business. —Dottie Herman, CEO of Douglas Elliman, a real estate brokerage empire with more than $27 billion in annual sales; connect with Dottie on Facebook, Instagram, and Twitter