Do you want to stand out in a crowded market trying to get your customers attention in this new world of selling? Marketing and selling? I will call this Attunement Selling. Attunement means being or bringing into harmony; a feeling of being "at one" with another being.

The playing field has changed. The customer now has most of the information that you do. Well, almost as much. But here's the thing. THEY THINK THEY HAVE IT ALL! They think they have everything they need to make a decision! The problem is, they might be solving the wrong problem they have. They also need YOU!

I am not going to take credit for this idea. I must give credit where credit is due. The late great Chet Holmes came up with this idea and I read about it in his book years ago called The Ultimate Sales Machine. This is a great book and I highly recommend that you read it. Once I read this concept that Chet wrote about, I started doing it immediately. It really works great and I highly recommend you implement it ASAP! It is very similar to the 80-20 rule.

Much has been written about influence in selling. If you haven't read it, Robert Cialdini has written a classic book called Influence: The Physiology of Persuasion. This is great book where Cialdini highlights certain behaviors that influence persuasion. He has studied it and worked it for years. It is good stuff!

I try and read the bible everyday. I have been through a lot in my life and I believe having a strong foundation in a higher being keeps me grounded. As a matter of fact people have called my life a modern day Job. That is a story for another time.

Everybody says "listen your way to a sale! I mean everyone in the business says to LISTEN! There must be something to this, right? When you see everyone say the same thing you figure it is important! God gave you two ears and one mouth. It seems like everyone says that one. So why are sales people not paying attention to this major advice?

In my line of work (luxury real estate) it is very important to be able to read people very quickly. I would imagine if you are selling cars, or dealing with purchasing agents in a company it would also be important. But the car dealer and the real estate salesmen are dealing with “walk-in” traffic that just show up.

I have been an avid golfer my whole life! I have played some of the best golf courses in the world. Through my career in the luxury golf community business I always had access to the golf course located within the property.

I felt it was important to write this post about selling with humor. With all of the sales guru's out there I really don't see too much written material about selling with humor. I'm sure people mention it but I just don't see a lot of it.

My step Father was a good man. He had great wit and charm. For most of his life he life he had a great lifestyle. He got to be cranky at the end though. He just didn't seem very happy with the way things turned our. Then one day after he was gone we found this story in his belongings. I really liked it once I read it, so I thought I would share.

Sometimes is is just easier to print a document like this and put it near your desk. It simplifies the process and might make things easier when dealing with customer. This is directly from the school of hard knocks and it works! In the words of Stephen Covey, be proactive and begin with the end in mind!

Veritas Vincit means the truth shall prevail. This is said to mean "Seek the truth, hear the truth, learn the truth, love the truth, speak the truth, hold the truth and defend the truth until death". Telling the truth in sales is of the utmost importance.

About 11 years ago I was working with a certain Hotel group that had a presence in the Caribbean. It was one of the largest hotel companies in the world. They were putting a Ritz Carlton on an island in the Caribbean. New Ritz and lot's of expensive real estate. The island was be to called Rose Island.

I believe it is the professional sales consultants duty to be the best they can be. Know your inventory, know your customer, now your strengths and weaknesses. If you are actively selling in the world and you don't have a grasp on these items then it will be difficult for you to make your mark in the world.

The two most important attributes of a salesman are his mind and his body! Vince Lombardi once said, and it is my favorite quote of his, "Fatigue makes cowards of us all". In the grind of day to day selling you are going to hear NO all day.

When you are actively selling day in and day out you will find the great clients and the not so great clients. Now don't get me wrong, I don't think any sale is easy.  Some may be easier than others but they all have their challenges. 

This is a different world we live in!  Unless you live in a cave, I think you will agree with that statement.  If you question this just look at our President as an example.  Donald Trump broke every rule in the book and got elected.  10, 20, 30 years ago, no way that happens.  How about Uber and Lyft?

I started my sales career back in 1985 at a private golf community in Williamsburg VA. I was hired as a new sales consultant to sell developer lots and homes in a large 2,000+ acre private community.  The lots started at $75,000 and the homes started at $350,000. I knew nothing of how to really sell.  I had no idea how to deal with customers.  I didn't know the inventory.  I just knew this was my opportunity to get into the sales game and make some money.  I had the heart of a lion!

Are you kidding me?  Could you ever find a better winner than Tom Brady?  Five Super Bowl Rings!  Who does that?  Nobody!!

My name is John Weber and I have been selling Multi-Million homes for over 30 years.  I have always said that our type of selling was the purest there is because we were under so much pressure, the customer didn't want to talk to us and the homes were $1,000,000.  We got the job done and made the sale!  Not every time, but enough to make us superstars!