Salesmanship – When is the Best Time to Make a Sale?
Have you ever noticed in sports, when a great quarterback has an unbelievable game and throws 4 or 5 touchdown passes, or when a baseball player goes 5 for 5 with hits in a game, they always refer to the athlete as being “in the zone”? Being “in the zone” is not something that happens accidentally. On the contrary, there’s an energy and enthusiasm that comes from success, and each subsequent success feed off the last, building momentum for the next.
Just as a great athlete can be “in the zone”, so can a great salesman. Securing a sale with a buyer or seller generates a lot of positive emotion. Many agents, upon successful consummation of a sale, will breathe a sigh of relief and want to relax. This is a big mistake. When a salesman is experiencing the “high” that comes from success, the people around that salesman will feed off the emotion and energy because they want to feel good too.
It’s been said, “The best time to make a sale is when you just made one.” That emotional high should never be wasted. It should be exploited by attacking the next best opportunity with a hot buyer or a hot seller. It’s quite possible that the excitement and enthusiasm you’re experiencing will be infectious and will stimulate your next client to make a move. You may surprise yourself by writing several more contracts before your enthusiasm wanes, and things return to normal. Don’t just go and get one sale. Why not make it 2, 3, 4 or even 5? What a great way to close out this year and start the next!