Aaron Osborn's (awosborn) Blog

You can't steer a roller coaster.  Life is supposed to be fun. Getting on a roller coaster commits you to going where the tracks have been built.  There are built-in ups and downs.  You can't get too concerned about either because they always balance out.  Selling isn't a car set on rails, but it...

Who are the best in your business?  What do they do that you don't? No need to re-invent the wheel.  Who are the big sales wheels in your company?  When you attend your next sales meeting, work 'em over.  What makes them go?  Ask specific questions.  Compliment them on their accomplishments, but ...

It's good if you're able to inject a presentation with a little humor, but be careful - some types of subject matter that may seem perfectly innocent to you can easily offend some people.  Although you can afford to be less guarded when you know the person well, the best advice is to avoid potent...

Sit up and read the papers Make reading the paper part of your morning routine.  Not page three, or the TV guide section, but the news, current affairs, sports and financial pages.  Look out for news snippets about your customers, and their customers, partners and suppliers.  The more you know ab...

IF YOU WERE YOUR OWN EMPLOYER, WOULD YOU BE ENTIRELY SATISFIED WITH THE DAY’S WORK YOU HAVE DONE TODAY? At the end of the day, it matters little what others think of you; what’s important is what you think about yourself. As you reflect on your day’s work, ask yourself, Have I given 100 percent o...

Emotions are sometimes strange, volatile, and unpredictable. They do not always respond to logic and reason. They do, however, respond to action. If you have occasional feelings of loneliness, discouragement, or discontentment, the best way to kill such negative emotions is to work them to death....

The REALTOR®’S Critical Role in the Real Estate Transaction Why Was This List Prepared?Surveys show that many homeowners and homebuyers are not aware of the true valuethey receive in the services a REALTOR® provides during the course of a real estatetransaction. At the same time, regrettably, REA...

For those of you who may not know who Kim Dickey is, she is a nationally recognized Professional Sales Trainer who specializes in the real estate industry.  Kim's knowledge and expertise is extraordinary.  Her ability to break down the most complex sales axioms and bring them into a effective, no...

4) High-Pressure sales people persuade based on special features.  Real professionals address special customer needs.  Your prospects won't care about your bells and whistles if those features don't satisfy their needs.  Stop selling your product long enough to find out if your prospects will rea...

2) High-Pressure sales people push to close a deal.  Remember, professionals are persistent, not pushy.  Real professionals work to open an account.  Where you're only interested in your own commission and profits, it shows.  Remember that in a profitable, long-term relationship, the close is onl...