Field Guide: Selling When You’re Not a Salesperson (part 2)

Because coffee is essential for survival, culture makes or breaks a business, and life… well, life always throws a few curveballs.

1. Confidence First

• Show up calm and certain, not loud.
• Clients buy your energy before they buy your product.
• Preparation = confidence. Know your brief, know your process.

2. Know Your Stuff

• Know your documentation – mandate, lease, offer to purchase
• Study the property like you’re buying it yourself.
• Be ready for questions about the home, the area, and the market.
• Credibility collapses the second you fumble basic details.

3. Ask, Don’t Talk

• Selling isn’t talking — it’s listening.
• Use open questions: “What’s most important to you?” or “Why now?”
• Match solutions to what they say, not what you assume.

4. Influence Over Persuasion

• Persuasion feels pushy. Influence feels trustworthy.
• Guide, don’t pressure. Clients hate being “sold to.”
• Position yourself as a partner in their decision, not the pitchman.

5. Build Credibility Daily

• Always tell the truth — even if it costs you in the short term.
• Communicate clearly and often.
• Follow through on promises, even the small ones.

6. Mindset Matters

• You’re not “closing deals,” you’re opening relationships.
• Think long-term: every client is tomorrow’s referral.
• Reputation outlasts the commission cheque.

Quick reminder before every appointment:

• Do I know my listing?
• Do I believe in my value?
• Am I ready to ask more than I talk?

If the answer’s yes — relax. You don’t need to be a natural salesperson. You just need to be prepared, confident, and genuinely curious about your client. The rest takes care of itself.