How much of successful wholesaling is sales ability?

[Alex Silang]

I'm listening to podcast 67. Tim Gordon has a sales background and he mentions sales ability as being very important to wholesaling success. 

I would think selling wholesaling would be easier than selling a car, but I'm not in the game (yet). What do you think?

[Sam Craven]

Alex i think you are missing part of the picture.  Selling the wholesale is only PART of the sales process when chasing and selling wholesales.  Your sales hat is on the instant you get a phone call and you cant take it off until the money changes hands.

A good salesperson will understand how to shepherd buyers and sellers through the process and how to create great outcomes for all parties involved.  Its not just "selling a car" or "selling a wholesale".  Its the complete understanding of people, relationships, needs, wants and fears.  

I would say sales ability is MORE important in wholesaling properties because you are working with something a lot more people have an emotional tie to: Their house.  (so i get emotionally attached to cars as well but thats why i hardly sell any of my cars!)  That emotion creates some pretty big hurdles for anyone and understanding a value add sales approach goes a long way in this business.