Updated: Apr 28, 2022
Do the extra-ordinary things the others won't do.
Extraordinary - when broken down becomes extra ordinary, which could be interpreted as being extra normal, stock standard, common, nothing special just more like everything else. However, regardless of your chosen profession, nothing will place your career into a permanent holding pattern faster than being ordinary like everyone else.
Extraordinary by actual definition means (inter alia) to be astounding, exceptional, wonderful, amazing. So to be extraordinary in your career sounds like it could be a lot of work doesn't it?
So here is the kicker. You don't actually have to do amazing, astounding or exceptional things to be Extraordinary in your field. It is simply a matter of doing the ORDINARYthings that other people don't do.
So what does this look like? What ordinary things don't sales people do? You'll be surprised.
Here are a few:
They don't answer the phone. (Seems like a silly one doesn't it? I challenge you to call 3 real-estate agents and see who answers the phone. Unless you are incredibly lucky, only 1 of the 3 will answer, guaranteed.)
They don't remember the clients name, ask how to spell it, ask for their last name and save their contact details in their phone.
They don't listen to the clients needs.
They don't do what they say they are going to do.
They don't follow up.
These are the basic fundamental things that we all assume are part of a sales persons role right? However - these simple tasks will undoubtedly set apart the average sales person from the Superstar.
So what should you do?
Answer the phone - or return the call as soon as you can. Clear out your message bank daily in case you have missed someone. So many times I have had clients thank me for returning their call and complaining in the same breath that a lot of their calls go unanswered or are not returned. (For more on this topic - ready my article Sales 101 "Answer the Phone".)
Remember the clients name - write it down, ask for a last name, make sure you have the correct spelling and save it in your phone. You will be very surprised how much loyalty you will get from a client when you answer the phone using their first name. This works wonders, especially when a significant amount of time has passed.
Listen. Don't talk. Do not spend your time thinking about the next thing to say and NEVER talk over the client or interrupt him or her. EVER.
Do what you say you are going to do. Find out more information, send them the email, call back with an answer, whatever you said you'll do, do it, and in a timely manner.
Follow up. Call or email to see if they received what ever they needed, ask to meet, then do it again the following week. Golden rule - you will need to make contact at least 4 times before you will begin to close the deal.
So basically to be Extraordinary you simply need to do the ordinary things the others don't do. Easy.