Everyone secretly wishes that they were a sales grandmaster. Who wouldn’t want to have the silver-tongued gift of persuasion? What most people don’t realize is that, behind all of the closed deals and sales trophies are hours and hours of prospecting. Prospecting is the foundation upon which a successful sales campaign stands, and is the most important aspect of your commercial real estate business. With this understanding, let’s examine these prospecting tips and why it’s important to your commercial real estate business.
Most people hate selling. They usually believe that sales skills are an innate gift, or some combination of voodoo, hypnosis and jedi mind tricks. But, the best commercial real estate brokers know that the greatest “closer” in the world is yourself. All it takes is a genuine complaint and the right solution to be presented. With this understanding, your goal should be on getting to the point where you can present the right solution. So, we’ve narrowed the steps down to 10 sales skills that every commercial real estate broker must master.
Imagine cold calling in the 1960s – Mountains upon mountains of paper separating individual desks, each housing a set of callused dialing fingers and sore necks. We’ve come a long way since then. Yet, upon close inspection, many of us find ourselves essentially using the same processes for cold calling as in the 1960s.
Thankfully there’s new technology that can take a classic sales method and give it a productivity makeover. Using advanced CRM automation, Digsy AI allows you to cold call and follow-up 4x faster than traditional methods.
Nothing is garners the same level of loathing among commercial real estate brokers as the infamous cold call. A broker’s hatred for making cold calls is so pure that the only thing deserving of more hate is receiving a cold call. But, unless you replaced your front door with beads because clients keep beating it down, you’ll probably need to make cold calls at some point. We all wish there were some magical cold calling tricks to make the whole experience better.
Luckily, there’s a well-guarded secret about cold calling: the call will be as good as you are. If you’re unprepared and uninspired, your calls will suffer accordingly. However, your calls will drastically improve if you’re enthusiastic and ready. With the right tools, you can learn how to become a stone cold caller.
So, here are some cold calling tricks to help bring you the clients you need.