Agent Academy: 7 Irrefutable Laws of Sales
Success truly does leave clues. Over the last 30 years of being in sales, running large highly successful sales organizations, and coaching the top real estate agents and teams in the world, there are key communication “Laws” that separates the extraordinary from the ordinary. If you’re serious about selling, then you need to be aware of the 7 Irrefutable Laws of Sales. These laws are: the Law of Preparation, the Law of Energy, the Law of State, the Law of Mindset, the Law of Empathy, the Law of Authority, and the Law of Listening.
The Law of Preparation: This law states that you need to be prepared before you can expect to be successful in sales. This means having a solid understanding of your product or service, your target market, your strategy, and the scripts to support effective dialogues with clients. It also means being prepared to answer any objections that prospects may have.
The Law of Energy: This law states that selling requires energy. You need to be passionate about what you’re selling and have the energy to put forth the effort required to close a sale. Remember that communication is nothing more that the transference of energy between two people.
The Law of State: This law states that your emotional state will directly impact your results. In a conversation I once had with Darren Hardy he told me that the difference between those who are extraordinary in their fields and those that are average is that the average “Do what they want to do on the days they feel like doing it” whereas the greats “Do the things they don’t want to do on the days they don’t want to do it.” Your state can be managed by developing morning rituals that “prime the pump” and generates momentum into your day and the tasks ahead.
The Law of Mindset: This law states that your mindset is the key to success in sales. The Greats work every day on their personal psychology with affirmations, gratitude journaling, reading, listening to podcasts, exercising, and guarding what they allow into their mind. They weren’t born that way; they created an unshakable mindset daily with their actions.
The Law of Empathy: This law states that salespeople need to be able to put themselves in their prospects’ shoes. You need to understand their needs and wants and be able to communicate how your product or service can meet those needs. Think about what you like about your prospects, what you appreciate, how you are similar, and what is their problem and how you can be the solution.
The Law of Authority: This law states that prospects are more likely to do business with someone they perceive as an authority figure. If you can establish yourself as an expert in your field (through your knowledge and your tone when you speak) you’ll create certainty for the client, and they will feel comfortable to move forward with you.
The Law of Listening: This law states that the best salespeople are the best listeners. You need to be able to really hear what your prospect is saying and understand their needs before you can effectively sell to them. You must listen to understand, meet them where they are, and give acknowledgement and approval of their answers for them to feel safe in the communication to answer authentically.
Work on mastering each of these one by one. Study people who are experts in each of the Laws. The clues are there like a treasure map and all you have to do is follow the map to find the pot of gold that’s in front of you. Happy Hunting!