Home > Work > Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine
21 " Enjoy being creative—it will help you attract shiny new balls, get publicity, and close deals. Once I hired an artist to paint the naked bodies of models and then made a 100-foot-long banner out of the images and hung it on the building I was selling to create buzz. "
― , Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine
22 " When times get tough in any kind of sale, you need to have a doctor-patient–level relationship. Your clients need to know they can turn to you for help, and you’ll be with them until the problem is solved. Try saying: We are in this together. I will be with you until this is finished. I’m here for you throughout this entire process. "
23 " In sales, there is a direct correlation between the business that you get and the business you’re known for. "
24 " As I started to close more deals, I saw that when I made a genuine connection with clients I was able to show how my product fit into their lifestyles—and not vice versa. If my client loved golf, I’d point out how much fun it would be to live near the driving range at Chelsea Piers. Making that personal connection between product and client is key, and it lays the groundwork for a transaction. It’s the difference between closing or losing a sale. If "
25 " If you make a big sale, you’re one step closer to being the salesperson you want to be. Let everyone know about it. Send out postcards, post on social media, talk about it every chance you get. "
26 " Don’t always sell the most expensive product. "
27 " persisted with my client. Every two days I sent him a message about the deal. One message would be about how I’m trying to hold it for him. Another message would be about a new comp sale that justified the asking price. A third message would be my suggesting he see it again. He agreed to take another look. We talked about his issues and it was clear he was in the fear stage. I used my tools to get what was down "
28 " And what I didn't understand...was that maybe other brokers only say yes to the easy deals. Maybe that's why I was struggling while other brokers seemed to be moving through deals with little effort. "
29 " fit for them. Steve Jobs said it best: “People don’t know what they want until you show it to them.” Linus wanted an apartment in Murray Hill, but I sold him a townhouse in Park Slope. This didn’t happen because I just told him where it was, when it was built, and what the square footage was; based on what I knew about Linus I believed it was the best choice for him—and that he would love it. Closing a deal is about tapping into emotions. The sooner you can learn to take off the “salesman’s hat” and get in tune with your client’s emotions and desires, the better you’ll become at working the deal. If you’re not sure how to do that, remember what makes an exceptional salesperson: a salesperson who works for The Deal. "
30 " Shifting your focus back to the deal will remind you that you have one job: to close a sale for a happy customer, who will then come back and buy from you for the rest of their lives. When you work for the deal: "