So you've become a commercial real estate broker. Perhaps it's in your blood, or only because you're hoping to run into Roger Staubach at a event and get him to autograph your old No. 12 jersey. Perhaps the industry found you, because your dad knew someone. Whatever the reason, it's now time to take the next step and become a successful broker. Here are five traits needed to up your game, according to experts.
Scher Group prez Robert Scher (whose entire company is all about improving sales performance) tells Inc. the secrets to being the best salesperson:
1) Be assertive and get the sale going without being a jerk. The buyer isn't committing to the sale? Ask for a specific time and date they plan to make the decision.
2) Be self-aware by identifying your emotional state. Figure out how that's going to impact your sales efforts and compensate for any bad juju.
3) Be empathetic to your customer's moods and emotions. The key: listen to what they're saying and gauge how they're feeling. Then, work on building the relationship. Doesn't mean you have to send 'em roses, but understand their situation (from layoffs to personal problems).
4) Be a problem-solver by creating ways to help meet your customer's needs.
5) Be optimistic and don't let the 'no' set your mood for the day. Your family dog is a good example; he still begs at the table, regardless of the times he's told no.
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