Good selling requires.....

A good salesperson builds trust and confidence with their customers and clients. One way to do this is to demonstrate expertise. The more you know about your product or service (and share with your customer), the more your customer or client will trust in your abilities. Trust builds loyalty. Trust and loyalty leads to sales.

Knowing how to explain all aspects of the offer to purchase and the myriad of forms and disclosures required by law, including agency.

Both written and oral. The better you communicate, the better you will be at selling. Remember, communication is a two way street. It is important to listen. If the three most important words in real estate are "location, location, location," the three most important words in communicating are "listen, listen, listen."

Effective communication will allow you to build rapport. Rapport leads to trust and trust builds loyalty. Trust and loyalty leads to sales.

One of the biggest consumers of time in any sales business is prospecting, and prospecting usually produces no immediate results. Prospecting is all about contact with people. Contact with people creates opportunity. Said another way, contacts create contracts. If you are in a sales slump, increase the number of new and existing contacts each day by 20%... you will see results within 60 days.

There are many ways to prospect.

• Develop relationships with individuals who have access to many people and refer business to them in return for referrals. Examples: Tax preparers, insurance agents, plumbers, and others whose services you use and to whom you refer business.

• Participate in online communities.

• Ask for referrals..."have I done everything to earn your referral business?"

Make it positive. Motivate yourself to look for the silver lining in all events. "Attitude determines altitude."

Always do what you believe is in the best interest of your client. Your interests will take care of themselves.