Video Mystery Shopping Tip – Can you close better than a 5th grader? Are you CONFIDENT?

A few weeks ago I wrote about how you need to re-discover your ‘curiosity’ when you are working with your new home sales prospects. I mentioned that when we were in the 5th grade we all had an insatiable curiosity to learn as much as we could about everything! This is an excellent trait to have when you are in sales. Discover EVERYTHING you can about your prospects!

This week I want to talk about another trait that most 5th graders possess that will improve your role as a new homes sales counselor. That trait is CONFIDENCE.

When you are 10 or 11 years old, it is your birth given right to be confident! You just haven’t lived long enough to know what it feels like to have your confidence yanked away from you like a rug being pulled from beneath our feet.

We all have our own personal areas of strength and only when we embrace those specific areas of ourselves and learn to be confident can we truly live the life we were meant to live.

When I was in fifth grade, I had insecurities like every other girl at that age, however I was very confident about one thing…I could play the piano VERY well, I KNEW it, and I wasn’t afraid to tell other people! I never doubted my ability to ‘tickle the ivories’ and I never had any feelings of fear before performing a recital or concert. I was CONFIDENT!

As a new home sales associate confidence is a critical component to your success. Your prospects and clients are relying on YOU to be the new home expert. They want to trust you and let you guide them through the entire new home sale process. In fact, they are expecting you to do that!

So, why is it that we often allow our confidence to slip away during the sale process? In most cases it comes down to one word – Interpretation! If our prospects hang on to our every word, offer no objections and pull out their checkbooks 20 minutes into the sales presentation…we are confident and will certainly ask for the sale! However, if they don’t exhibit the ‘I’m ready to buy today’ symptoms, we often interpret this behavior to mean that we don’t have a snowball’s chance in Hades of making a sale. This is when our confidence diminishes and we morph from high-powered sales professional to meek and mild model home tour guide!

Let me let you in on a little life secret: Never let other people’s attitudes or actions have an effect on your confidence level. You were hired to sell new homes and chances are you are pretty darn good at it! You owe it to your builder, your prospects and yourself to be the best new home sales person there is!

Confidence is a habit that can be developed by acting as if you already had the confidence you desire to have – Brian Tracy.

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One Response to “Video Mystery Shopping Tip – Can you close better than a 5th grader? Are you CONFIDENT?”

  1. southernhomes Says:

    Great article Melinda, could not agree more! I find that most people walking through my door want to buy a house but they need me to show them how. They need guidance, there is so much misinformation out there and if I did not come across as confident it certainly would not give them the warm and fuzzy that I was the one to bring them through the transaction. You have to be confident enough to ask for the sale, they have walked into your model center door for a reason. 🙂

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