From bouncing back from rejection to finding inspiration, Harvey Mackay, author of The Mackay MBA of Selling in the Real World, talks about becoming the best salesperson you can be. Learn how to hone your strengths and amp up your drive — while staying genuine and true — to provide the best customer service possible to your real estate clients.

What makes a good salesperson?

Mackay: There are many traits, but if I had to name only three that make a great sales representative, they would be: hungry fighter, hungry fighter and hungry fighter. That’s how much I think of this trait. Every good salesperson I’ve ever encountered is driven. They have a strong work ethic and a high energy level. They work harder and longer than their peers. When the economy is poor, they are still out there pounding the pavement, making calls.

The stereotype of a good salesman is a smooth talker. Is this true?

Mackay: Believe it or not, being a good listener is more important in sales than being a good talker.

You can’t learn anything with your mouth open. For too many people, good listening means, “I talk, you listen.” Listening is a two-way process. Yes, you need to be heard. You also need to hear the other person’s ideas, questions and objections. If you talk at people instead of with them, they’re not buying in—they’re caving in.

What job taught you the most lessons?

Mackay: The job that taught me a lot was the paper route that my father, who headed the Associated Press Bureau in St. Paul, Minnesota, encouraged me to sign up for at age 10. I learned about hard work, promptness, focus, persistence, customer service, and accountability. Now, after 40-plus years of working with another kind of paper, I can honestly say that the job that launched my career was pivotal. Everyone has to start somewhere. You never forget your first job. Continue reading »