Yes, I have a better vocabulary, and using the word sucks is a way of getting your attention. Please forgive me!
My point: Your salespeople focus on what gets their attention, and studies prove that the average person has an 8.2-second attention span (goldfish have 9 seconds). As you know, most of your salespeople are distracted 90 percent of their day.
Accepting the fact that salespeople don’t focus, they won’t learn needed sales skills. Without the needed skills, they won’t make many sales. Accordingly, it’s no surprise that the real estate industry has a 90% “turnover rate.”
You decide who’s to blame
- The salesperson?
- Or their Sales Team Leader?
Our business, HPA Academy, is coaching Sales Leaders who know their success is based on the sales their team produces. These great sales team leaders are dedicated to increasing the sales skill habits of their salespeople. Enhanced sales skills double closing percentages.
The 5 Things These Leaders do:
- Unite a group with a sales team goal
- Create a learning environment where salespeople are exposed to the four “sales-skills habits” that produce the most sales
- Track salespeoples' progress with an accountability system
- Agree on weekly projection commitments
- Simplify the selling process with a few sales skill habits
Your salespeople's lives are a reflection of their HABITS
- If they’re successful, it is because of their habits
- If they’re mediocre, it is because of their habits
- If they struggle and are in debt, it may be because of bad habits
You can make the difference because most salespeople have uphill hopes but downhill habits. They have good intentions, but hope, luck, and dreams, aren’t habits. Habits are formed and honed by repeated daily behaviors.
Without your help your salespeople will not win their battle over their subconscious minds. They’ll try, but be pulled back into their comfort zone. Iron-willed grit and determination fail 98% of the time, and you know that! You only have to look at diet, exercise, and the “self-help" industry to realize the power of the subconscious mind. Millions of videos and self-help books are purchased, but only a few people read the books and heed its message.
This isn’t because of a lack of willpower; instead, it is an example of the power of the subconscious mind.
Since our subconscious mind controls all our habits, how do we change our habits? Well, we don’t. Changing a habit is almost impossible. And forming a new habit is far easier.
You can change the habits of your salespeople a little bit at a time, day by day. The changes must be insignificant and easy to do. Generally, the missing ingredients are the environment, patience, and time.
