This book is designed to help you improve your sales skills. In addition to reading books and attending seminars, I’ve developed a set of common sense principles and techniques that have worked well for me. If you can implement just one of the ideas in this book, then your time will be well spent. I’m convinced that applying these techniques will increase both your sales skills and income.
I believe it’s important to introduce myself as well as this book. That’s why Chapter 1 describes how I got started in real estate and established a successful company.
Throughout my sales career, four main principles have guided my actions:
1. Sell from the heart.
2. Be assertive, sincere, and humble.
3. Treat every daily situation as a potential prospecting opportunity.
4. Set specific goals and through uncompromising focus, visualize reaching them.
These four principles are covered in Chapters 2 through 5, along with specific techniques that can help you become a more successful salesperson.
I’m confident that my success could not have been achieved without providing my customers with exceptional service. That’s why Chapter 6 is devoted to this important topic. As a real estate agent, my goal was to treat each customer as if that person was at the top of my priority list.
People can tell when somebody is trying to sell them, and they don’t like it. By personalizing your presentations, you can foster trust and a belief that you are the person who can best fulfill your customer’s needs. This is the foundation on which all other aspects of the selling process are built, ensuring long-term business relationships and securing a referral base.
I believe in the power of quotations and affirmations, so I have provided some of my favorites in Chapter 7. I hope they will be as helpful to you as they have been to me.
In Chapter 8 you will find several sample newsletters that will inspire and motivate you. You can print these newsletters as well as sign up for future newsletters at www.vandeeb.com. I hope you enjoy reading them as much as I enjoy writing them.
You can feel confident that when you have practiced and internalized the common sense principles and techniques taught in this book, you will gain the results you have always wanted.
Throughout this book you will find reprints of newspaper clippings, articles, and letters written about me, my company, and my accomplishments. I have included these not to impress you but to impress upon you that you have the same ability to generate this kind of recognition and exposure if you choose to do so.