Before you start selling understand the power of empathy. Your clients should feel that you truly feel like they do and that you have sincere empathy for them.

It is important that you know your selling style. Here are the two styles: interesting extrovert or interested introvert?

Interesting extrovert: They gravitate naturally towards selling. They love to control conversations. They like to hear themselves talk. They don’t focus well on others. Instead they’re thinking about what they will say next. They don’t let the product be the star in the presentation.

Interested introverts: they come across as somewhat humble and shy. They are willing to give up control of the conversation. They would rather listen than talk. They let the client handle the product. They tend to involve multiple senses in a presentation. Such as asking the client to open the window, turn on the AC Or heat, check the water pressure, open the microwave, open the closets, etc.

It is important how you come across with regard to body language and voice inflation. The more positive you are the more your conversation will be enhanced.

Champions use glamour words such as: Dynamic, exciting, unique, outstanding, unparalleled, easy to use, market share leaders, incredible, exceptional, unrivaled, absolutely, compelling, tremendous, exceedingly, tremendous, exceedingly, exhubarent, paramount, adaptive, cutting edge, game changer, phenomenal, uncompromising, traffic, etc.

Be multi-lingual. For example every time I met a French person, I would always say, “Wei, fonsa?”

If I met a doctor I would never call him by his first name but always address him Dr Smith.

If I met a architect, I would always ask her if she had read, Fountainhead by Ayn Rand.

You must have the skill set to open with everyone. People like doing business with people they like.

Try not to repeat the same glamour word often. Use different ones.

Don’t use the words, “Ah, ah,” a lot. It shows that you don’t have control over the presentation.

Finally if you don’t know something, tell the client you will get back to them with the right answer. Don’t make up an answer.

This article is attributed to Tom Hopkins work book that was given to me at the seminar I attended in August of 2011. I have customized it for rental agents. I encourage everyone to go to Tom Hopkins boot  camp seminar in Scottsdale, AZ held once a year. It will change your life. At the very least, read his book, “How to master the art of selling!”