I was recently asked to write an article for the Charlotte Business Journal In a feature called “Ask The Expert”. The goal of the article was for an expert in sales to help business owners and executives sharpen their selling skills,

“What Can I Do To Improve My Selling Skills?”

Here is a link to the article:

http://www.bizjournals.com/charlotte/print-edition/2012/02/03/expert-advice-on-your-questions.html

I have also copied the article below, but my question to you is “Does your real estate agent show homes, or do they sell homes?” Selling is a process that can be learned through experience. If you want results when buying or selling a home, go with an expert.

What can I do to improve my sales skills?

The first step towards improving your sales skills is to truly understand what selling really is. Selling is a three step process which includes:

1. Discovering a buyer’s needs and wants.
2. Demonstrating how your product or service fulfills those needs and wants.
3. Getting the buyer to take action.

Most people in sales are pretty good at demonstrating their product or service, but it is extremely important to first uncover exactly what problem the buyer wants your product or service to solve for them. After “Discovering & Demonstrating”, the true sales professionals are the ones who can get the buyer to take action; close the sale.

Cheers!

Ben Bowen