How important are sales skills to the investor

[Jay Hinrichs]

We see much discussion on how to find deals and buy deals. However not much is mentioned about how to handle the leads when you get them or HOW to CLOSE a deal.

A great closer will out perform someone with superior knowledge in most case's.

Would you consider signing up for course's on how to SELL and the ART of the deal etc etc.

I listed to a bit of Michael Q 's pod cast and read some feedback and many thought his methods techniques were to aggressive for lack of better words.. Were myself I thought hey more people need to know how to properly sell.

One goes to all the trouble to market and get in front of a buyer or seller than their presentation is like a wet noodle and they can't close the deal.

Thoughts on why there are not more sales course's being talked about on BP or offered or is it just an extension of Guru ism in many peoples mind ?

[Rick H.]

No one likes to admit it, however all sales is an attempt to manipulate the outcome in your favor. 

Road signs on the highway are an attempt to direct traffic to reduce accidents. As I see it, the role of sales is not to overpower but to provide a compelling reason to be guided in a certain direction.

Scripts? I've heard many people reel away from having anything prepared. I disagree completely. While "winging it" sounds attractive, having a roadmap helps me guide a prospect in the appropriate direction as I see it. My job is to not be tempted to prescribe solutions like a doctor who only knows to offer pills. My job is to probe and evaluate the situation and make a recommendation based on what's been revealed to me. 

Scripts are only tools that are probably best used only as a guide. I don't know of anyone who is likely to make a buying decision based on someone who sounds like a robot or a 3rd world "customer service" or tech support person. Scripts can be used to make certain that certain points are discussed. Scripts can be used as a training aid to remember to use certain terms, especially emotionally-charged, thought provoking words that encourage a prospect to reveal what their true objectives are.

I do not read off scripts. I did, however go to exhaustive lengths to re-build my traffic and sales conversion funnel(s). There is no shame in using all the tools available whether you are starting out and want to ensure conversion or if you're a seasoned vet who decided to "re-invent myself" as a personal challenge.