I can’t tell you how many times I’ve had a salesperson ask me, “What’s the secret to success in sales?”  The question implies there’s one big thing you can do to succeed - but that’s just not the case. The small habits of successful salespeople add up to big success.

Superstar salespeople do little things over and over each day in order to close more sales than the average salesperson. It’s the structure of the daily habits that matters far more than any one secret strategy.

That’s why 50% of salespeople from high-performing sales organizations report they have a structured process, compared to just 28% of individuals from underperforming sales organizations. 

Here are 7 Sales Habits You can Start Using Today:

1. Prepare well – Set aside time in your calendar to prepare. “Proper planning prevents poor performance” as the saying goes.

It’s not the skill of talking spontaneously that results in success, but the preparation.

Being prepared helps you to meet challenges and objections. You can inspire customers to think differently or consider an alternative option. By being prepared, you also anticipate customer questions and be better able to meet their expectations.

2. Qualify – Be picky about which opportunities to spend time on. 

Good salespeople are brutal about which sales opportunities they spend their time on. Wasting time on prospects who never reach a decision is worse than losing to the competition. 

Top sales people are great at qualifying and prioritizing which opportunities deserve attention. This is done by constantly checking your sales pipeline and closely evaluating each opportunity.

3. Never forget to register your conversations to ensure prompt follow-up.

If you forget to follow-up on a conversation or a meeting with a prospect or customer, it gives them the feeling they are not important. 

Juggling a thousand things at once means the best of us can forget, but top sales people always register their follow-ups in their CRMs or journals to ensure they remember what to do next.

4. Keep your promises – check before you make a promise

Successful sales people keep their promises. Many deals have been broken because sales people say what the customer wants to hear, rather than check the answer before promising something. 

Sales is a profession based upon referrals. It doesn’t help the relationship if you have to take time to sort out situations that could have been avoided in the first place.

5. Expand your network – always ask for a new contact 

Salespeople can never have enough leads.  

Successful salespeople focus on driving new business by never closing a conversation without also asking for a referral or introduction to someone new. This is networking 101, but a lot of sales people are still afraid to ask for an introduction.

6. Listen, listen, listen

A good sales person knows they, "Have two ears and only one mouth,” as the saying goes.

A sales person needs to know the product they are selling, but a great sales person also knows when to stop talking and listen.

7. Enthusiasm sells 

After having listened to the customer, it is important for salespeople to demonstrate their understanding and present how they can meet the customers’ needs. mIf this is done without enthusiasm, then it’s unlikely the customer will be persuaded to invest, no matter how well the solution matched their requirements.

So what helps keep enthusiasm up? Enough sleep.  If you are tired, you are more likely to be grumpy and see problems, rather than opportunities. If you have slept well, you are more likely to take a positive attitude.

There you have it – 7 habits of highly effective sales people. Adopting one or all of these may not automatically turn you into a sales hero, but perhaps they can motivate you to do something new that works for you.

Paul J. Meyer once said, “I’d rather be a master prospector than a wizard of speech and have no one to tell my story to.”  

Prospecting is one of the most challenging tasks salespeople face. If done right, it can be an exciting experience that polishes your sales skills and allows you to find potential customers who are the perfect fit for your offer.

Your daily actions should be based upon acquiring contacts who will convert to clients, who you then cultivate a relationship with until they become your biggest promoters. In most cases, your "best" customers are your most profitable customers. 

Here are a few tips for how you can prospect your way to millions:

• ​Identify ways to meet your ideal prospects. Start by analyzing where you met your "best" customers. Was it at an open house, a walk-in, or a referral? This will help you single out the most “lucrative” places to hang out at.
• Now think in terms of events or social organizations: What events or activities are your ideal prospects likely to attend or be active in?
• Think in terms of their digital presence: What social media channels, newsfeeds, and other digital publications are they likely to use or visit? Build your social media presence because social media is here to stay. Twitter, Facebook, LinkedIn, YouTube are all channels that your potential buyers visit to find information. So, if you’re not there, somebody else will take your place!​

Here are some statistics:

• 84% of senior executives use social media to support purchasing decisions (Source)
  

• 65% of salespeople who use social selling fill their pipeline (Source)
  
• 78% of salespeople using social media outsell their peers (Source)
  

Send relevant content to prospects. While we all know that content helps salespeople take prospects down the sales funnel quicker, what we may not know is what type of content to send and when.

Think what you’re trying to achieve during the prospecting stage. You want your potential buyer either to pay attention and give you a chance to meet or move to the next stage, right?

This means the content you send should address the specific situation of that prospect. Nobody will listen to you if you aren’t going to talk about them. 

​Make sure the content is personalized by specifically addressing each prospect’s needs.

In order to increase the chance for opening, make sure that your email looks well on mobile devices, as more than half of all emails are read on-the-go. In fact, emails optimized emails for mobile devices generate 15% higher click through rates than those not optimized.

• ​Don’t underestimate the power of a phone call. Why? Because research shows that 69% of buyers accepted a call from a new salesperson and 27% of salespeople admit that making phone calls to new contacts is very effective.
• Another tip is to ask open-ended questions like those found in our “21 Let’s Get Acquainted” questionnaire for all your prospect lists, because asking questions and not using a sales script during a lead call translates to 74% greater success.
• Become a subject matter expert. In order to get those referrals coming in, you need to become a trustworthy expert and a provider of solutions, because 79% of prospects want their sales representatives to be trusted advisors. And, according to research, 51% of top performing salespeople report being seen as “an expert in their field”.

A salesperson possessing a way with words will never be able to outsell a person with a database of prospects. Having a database of qualifies prospects is the key to financial success. I hope you find these tips helpful on your journey of prospecting.

Referrals are the lifeblood of a sales business. They help bridge the trust gap between you and the referred prospect. 

According to Nielsen, people are four times more likely to buy when referred by a friend. Ninety-two percent of people trust referrals from people they know.  A referred prospect already has confidence in you and your company. Also, a referred prospect will generally move through sales process at a faster rate than cold suspects. 

An important element of getting a referral is the strength of the relationship between you and the one giving it. If you have a strong relationship with an existing customer and they trust you, they will enthusiastically refer you.  

How do you know how strong your relationship is? Evaluate your current customers by assessing your relationship using the following criteria:

• Length of the relationship
• Frequency of communication between you and the client
• Speed of client’s response to your communications
• Overall satisfaction with your service

Customers with high relationship scores are great candidates to ask for referrals.

Here are some suggestions to help you ask for a referral:

1. Timing. The best time to ask is after the client has bought. You can say something like: “Mr. Client, I lost something today. What did I lose? My best prospect: YOU! As of today, you are my client, and if I lose all my good prospects, I’ll soon be out of business. I am requesting just ONE referral. 
   
2. Ask for help. People want to be helpful if they are able. State: “I’m asking for your help in finding ONE new prospect. My goal is to make you proud to refer your friends and family to me.”
   
3. Make it easy. Avoid using the generic, “Do you know anyone else who could use my services?” This makes it easy to say, "No." Be specific with your request. Adding, “Can you think of one friend or family member right now who may need real estate assistance?” makes it easier for the customer to help you.
   
4. Link the referral. Ask permission to use the customer’s name. “Jim said I should call you…” Or, "Susan uses my services and thought you might be interested in hearing about how I’ve helped her…” Better yet, if your relationship score is extremely high, ask the customer to make the initial introduction.
   
5. Say thank you. Thank the customer for giving you the referral and keep them updated on your progress. Send a thank-you note or gift card. Nurture your best referral givers. If someone is sending you business, reciprocate.
   

One note of caution: you will often get an appointment with the referred person because of their relationship with the referrer, but that doesn’t mean they have any intention of buying. So, you must still carefully qualify these opportunities.  

You’ve successfully completed a sales agreement so you move on to the next prospect. Finding new customers is crucial to the growth and success of your business. But a salesperson should never forget the potential for commissions in their list of existing clients. Selling to a new client cost 5 to 25 times more than to an existing client, according to the Harvard Business Review.

Asking for permission to follow up 5, 15, and 30 days after a client signs their contract of sale is smart and appropriate. Say something like:

“Mr. Client, you are now part of my Client Bank. I will value our relationship in the future as much as I do now.”  I am here to help you in any way that I can, and I hope you don’t mind if I follow up with you from time to time as you settle into your new home. Please call me anytime if you have any questions.”

The flower basket or bottle of wine they receive on closing day is nice, but your sincere personal interest in them weeks and months after you’ve received your commission will make a lasting impression. 

The period immediately following a sale is often called “the honeymoon phase,” when there’s a certain level of excitement on both sides. The client has just fulfilled a need or solved a problem; you’ve closed a deal.

This is also a vulnerable time. Your attitude in this phase can make or break the future relationship with the client.

Here are a few effective ways to follow-up after a sale:

• A personalized thank-you note. Some people send emails while others say it with a card and bottle of fine wine. Whatever your method, it’s important to say thanks after making a sale. It also creates a good experience for your client.

• Send weekly blog updates via email on topics of interest. Sending newsletters to clients is a way of nurturing them and creating brand recognition, so your name is the first thing that pops up in their mind when they are ready to buy more real estate.

• Keep existing customers and potential ones updated on offers, promotions, and sales.

• Update your database after every follow-up. This will help you note the client’s specific requirements and tailor your proposal the next time you make a call.

• Ask for a referral because happy customers will refer you other customers. When a recommendation comes from someone who has actually used your services, it has an extra layer of credibility and trust. 

The paperwork is signed and deposit money committed, so it’s time to celebrate that commission, right?  

Don’t celebrate your sale too soon because an important part of the close called the “button–up,” and it is often overlooked. You want to make sure your new client is happy with their decision because most people are not decision makers. This often causes them to experience remorse. The salesperson needs to test the strength of the client’s decision.  

Here’s how to do that. Once the client has signed the paperwork, sit back in your seat and ask:

“Now that you made your decision on this great investment, tell me again what is it about this property you like the most?”

If the client responds with a squeamish reaction or a flat answer, this is a red flag that the sale isn’t solid. This is the opportunity to dig deeper into why there is no excitement. Respond with:

“Mr. Client, I have to say, I was expecting a more enthusiastic response to this question. Do you think we should slow down as making an investment such as this should not be rushed? Unless this property feels right for you, we may want to keep looking until I find something that excites you more.”

Pause and wait for a comment. If there is a long delay or there is no answer, there is a problem so you will need to get them to reaffirm their decision. Say something like:

“Let’s discuss what you are thinking.  Is there something about your situation that I don’t understand? We don’t want to move forward unless this is right for you.”

The goal is to get the Client talking. Most of the time, it’s fear or uncertainty that they made the right decision that is blocking their joy. It’s the salesperson’s job to unblock this fear.  I

f the property is truly not right for the Client, it’s better to determine this now rather than later. Remember the key to building a business is creating relationships, so if you sense there is something more that is causing the lack of enthusiasm than fear of making a wrong decision, it's best to walk away from a sale that will unravel now, so that you can focus your energy on finding something the prospect will be enthusiastic about in the near future. This is an important step in creating positive relationships with your clients. 

The closing of a sales presentation is like putting the pieces of a puzzle together. All the work a salesperson has put forth will be rewarded or rejected in a matter of minutes. By answering the qualifying questions, the prospect has already made up their mind to buy. So the salesperson only needs to act as a guide in making a selection, completing the paperwork, and the payment of deposit which is what is meant by “closing a sale.”  

Top agents spend years refining their closing techniques. For example, during the 21 “Let’s Get Acquainted” questions, they get the prospect to make small commitments as they move toward the close.

Here are Four Sales Closing Techniques that will help put the pieces of your puzzle together:

Assumptive Close – This technique involves using language that assumes the sale is a done deal. 

For example, asking: “When would you want to start enjoying your new home?”

Option Close – Similar to the Assumptive Close, rather than asking for a prospect’s business directly, you ask them which option they prefer. 

For example, asking: “Do you want to start enjoying your new home immediately, or would 30 days be more convenient for you?”

Suggestion Close – Assuming your prospect views you as a trusted expert, a Suggestion Close is very powerful and takes a lot of pressure off of your prospect. 

You could say, “Based on our discussions, this property seems to fit all of your needs. Do you agree?”

(Nod your head up and down.)

“I suggest we get this property “off the market” as soon as possible to protect you from someone else getting it!”

Urgency Close – Creating a sense of urgency places pressure on the prospect to make a decision. People don’t want to be pressured so the Urgency Close should be used occasionally. 

Once the prospect says something like, “Well, how do we do that?”  Proceed by slowly saying, “We can proceed with a simple reservation agreement and a small deposit, which officially takes the unit off the market for a three-day period and protects you from another buyer getting it.”

If they ask, “How small of a deposit?” Respond with: “Whatever is comfortable for you?”

Pause to allow your suggestion to sink in for a minute:

“This will protect your interest in this property once I get the paperwork approved by my manager. It’s non-binding, but will protect you from someone else stepping in and purchasing this property.  Let’s start by completing this reservation agreement.

Lightly nod. You might not get a response, but proceed in an assumptive manner.  

Too much analysis will kill the deal! A salesperson’s role is to use scarcity and urgency to trigger the prospect’s emotions with the fear of losing the property. 

Remember, if you go into a close before the prospect is ready, you risk losing the prospect.  If you are a beginner, ask your manager or a senior associate for help. By watching other’s close, you will eventually refine your closing style. Like with all skills, practice is the only way to acquire them.  

Many sales agents go into the close too soon, while others don’t close at all. Attempting to close a sale before a prospect is mentally ready can destroy the relationship. All prospects have questions as they approach a major decision; therefore, the agent must answer these questions before they can proceed.  

Think of a baseball game. A player must touch all the bases before a point is scored. Skip a base, and you’ve lost an opportunity to score.

After the prospect tells the agent they like one of the two choices (remember the agent has narrowed the selections down to two) ask, “Mr. Prospect, what is it about this property you like better than the other one?”

The agent is getting the prospect to solidify their decision by verbally expressing what they like most about their choice. An added benefit is if a couple is making the buying decision, the chance the unsold partner becomes sold by his partner increases significantly with this question.

Ninety-five percent of the population has difficulty making decisions. They can deflect making a buying decision by stating, “I need to think about this” to the agent.  This is a way a prospect can reduce the stress felt.  

The best way to help reduce this stress is with the “Let’s Pretend” approach.  Start by saying:

“Mr. Prospect, I can see you really like this property. Let’s pretend all the terms you are interested in are agreed to, and you get the price you want. What do you see as the next step?”

The goal is to have the prospect share what they see as the obstacles giving the agent an opportunity to address their concerns and suggest some urgency so that the property is taken off the market.  

I suggest saying, “Mr. Prospect, I mentioned earlier that at this price, the property is very desirable and won’t be on the market for long. I strongly suggest we submit an offer to TAKE THIS PROPERTY OFF THE MARKET TO PROTECT YOUR OPTION TO IT.  Don’t you agree?”

Nod your head up and down and don’t reply until the Prospect replies.  If you hear statements like:

• I will think about it.
• I’m not quite sure.
• Do you really think this is a great deal?
• I need to speak to my family. 
• Do you think they might take less?

Proceed with, “I agree this is an important investment so you don’t want to rush into anything.  May I make a suggestion?  I suggest you take the property off the market so you can have an option to own it if you choose to.”  

At this point introduce them to the “paperwork.”  Remember to not use the word contract as you want to lower their stress level. By asking the prospect a series of qualifying, non-threatening questions throughout the sales process, the agent has acted as a guide to making a selection which allows for the close to occur. 

Average sales agents operate as tour guides who ask a few ill-prepared questions before driving around, burning gas, and hoping they’ll stumble onto something the prospect likes. This is not selling, but “buying” on behalf of the prospect. Top producers don’t work harder; they work smarter.

Once the agent has narrowed the prospect’s list of wants and must-haves, they can continue to refine the search using technology. Digital presentations can often times be more professional than hauling people around. Touring can’t be completely eliminated, but using digital presentations can help fine tune what the prospect is looking for before physical visits start.

There are people who will never consider buying without seeing a property. An agent’s goal is to reduce the number of properties shown. Paradox of choice is the concept that having too many options can cause stress and difficult decision-making. The sales agent wants to minimize this stress. Narrowing the choices down to two great ones will greatly reduce this stress.

As the agent describes the different options, share the benefits that will be enjoyed.  Don’t limit the benefits to the immediate, but include the future benefits. For example, one can say:

“When investing in real estate, you need to think about the future. You want to make sure your investment is a good one today and a great investment tomorrow.”

Painting a word picture of the activities the prospect can be enjoyed will differentiate the agent. For example, stating that a terrace is beautiful is fine, but saying, “This is a beautiful setting to watch the sunset with a glass of wine to unwind at the end of the day” paints a beautiful picture.

Additionally, sharing a comparative market analysis for the location the prospect has selected allows them to see the wisdom of making a buying decision.

When showing a property, be on the look-out for buying questions like:

• How much did you say this property cost?
• When is the property available?
• How long has this property been on the market?
• Why is the owner selling the property?

When the prospect starts asking these types of questions, the agent wants to pick up the pace so the prospect takes the property off the market. 

"Mr. Prospect, it’s a pleasure to meet you. My goal is to find you the best property at the best price that fits your needs. You will not find another agent who will work as hard as I will to find the perfect property for you. Buying a property is one of the largest investments a person can make. Most of my clients have bought several properties with me, so I believe in building relationships with my clients. We’ve just met, but I hope to create a relationship with you so that you will see me as your #1 real estate sales professional."

“ABC Realty has been in business for over 10 years. Our company specializes in the leasing, sales, and marketing of real estate throughout the Austin area. As a member of the sales team, I attend weekly training meetings, which allow me to increase my knowledge. My brokerage invests in building my skills as a real estate professional so we can best serve our clients. How can I help you today?”