“Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine” is a guide to sales authored by Ryan Serhant, an American real estate broker, author, and television personality. Though the book was published in 2018, its core ideas are timeless and applicable across industries and professions.
The book is essentially a blueprint for becoming successful in sales, driven by Serhant’s personal journey and his experiences from being a hand model to becoming one of the top real estate brokers in the world.
Here’s a summary of the key points:
- The Four W’s of Selling: Who: understanding the customer; What: understanding the product you’re selling; Where: understanding the right place and time to sell; and Why: understanding why your customer would want to buy your product.
- Enthusiasm is Contagious: Serhant underscores the power of energy and passion in selling. If you’re excited about your product, your customer will feel the same.
- Identify and Solve Problems: A good salesperson needs to identify the problems a customer has and then articulate how their product or service can solve them.
- Master the Art of Follow-up: Following up with clients is essential. Persistence is key and it’s often the follow-up where deals are made.
- Time Management: Good salespeople use their time wisely, focusing on the most important tasks that generate revenue.
- Adapt and Evolve: The world of sales is ever-changing, so it’s important to be able to adapt and evolve, whether that’s with new technologies, strategies, or market trends.
- Build Relationships: Successful salespeople build meaningful relationships. People are more likely to buy from someone they like and trust.
The book is written in an approachable, humorous style that makes it easy to read and digest. It is rich in real-world examples and practical advice, offering a wealth of insights to anyone seeking to improve their sales skills, regardless of their level of experience or the industry they’re in.