"Urgency is a great motivator" - Shark Tank's Barbara Corcoran shares the sales tips that took her to the top

In a recent Instagram post, Shark Tank investor Barbara Corcoran shared the strategies that made her a successful saleswoman. She also opened up about how she overcame skepticism from industry veterans and the mindset that helped her close deals.

Barbara revealed that she was naturally skilled at sales and consistently ranked as the highest-earning employee at her company. While many believe sales success comes from charisma or an aggressive approach, her techniques were deeply rooted in psychology and keen observation.

One of her most powerful strategies was creating urgency. According to Barbara, people are naturally drawn to things they believe they can't have, which accelerates decision-making. To make properties seem even more desirable, she would subtly imply that they were no longer available, prompting buyers to act fast.

Explaining her method, Barbara shared,

Part of it was I took the deal which is good cause everybody else wants what they can't get their hands on. I would just say "gee" I'm so sorry, I heard somebody just took it. All of a sudden they want a property. Urgency is a great motivator."

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Shark Tank investor Barbara Corcoran shares her secret to sales

Barbara used psychology to her advantage in the sales game. Another trick she highlighted was the art of listening.

The Shark Tank investor explained that she used to read between the lines and analyze buyers’ body language, as they often didn’t openly express what they truly wanted. Many real estate salespeople push their own agendas, but Barbara believed true success came from paying attention to a customer's unspoken needs. Listening and deciphering desires allowed her to match buyers with the perfect property.

Explaining her approach, she said:

"Another trick I always use is, I'm giving away all my secrets, well I don't sell anymore so who cares? Maybe somebody could use them. The trick I always use is you've got to learn to listen.

She added,

And most importantly, I would listen to what they said they wanted and I would read between the lines and know what they really wanted. Because 'buyers are liars.' It's your job to figure out the truth of a deal."

Another key point Barbara highlighted was the immense doubt she faced when breaking into the male-dominated New York real estate industry, which she called the "Old Boys Club." However, rather than letting skepticism shake her confidence, she pursued her real estate business fearlessly and made a name for herself.

Her determination wasn’t limited to real estate. She also had to fight for a seat on Shark Tank. Barbara revealed that she personally wrote an email to Mark Burnett, the show's producer, making her case as the best choice for a panelist.

In a previous video, she shared the contents of the e-mail and how she keeps it framed on her desk for landing her the investor role.

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New episodes of Shark Tank Season 16 air weekly on ABC at 8 PM ET on Fridays. They are later available for streaming on Hulu.