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I Don't Want to be Sold, I Don't Need to be Sold, So Please Stop It!!

Broker open house I think it's true for many folks that being pressured by a sales person, regardless of industry, is not something they find useful, appealing or pleasant. Indeed, for many it has the opposite effect - to annoy and irritate them, and drive them away rather than result in a sale. Yet is still seems to happen so often.

The mentality and attitude that you cannot let that customer who walks in your store, or onto the car sales lot, or who tours your time share, leave without purchasing still seems to be flourishing.

Telemarketers, too, seem to know this well, droning on and on despite protests of not being interested. Hanging up the phone may be the only way to shut them up

Overcoming objections is clearly part of many companies' training programs (and of course it is part of our business as well).

And no doubt there are folks in sales whose own attitude, belief and personality is such that not making a sale is just not acceptable to them.

Shaking hands I was at a Broker Open house for a high end ocean view home the other day. I was interested to see this property for some clients I have been working with, although because of location I suspected the home would have some issues that my buyers would not be able to overcome at any price.

To my dismay, I encountered not one but two agents who, in my mind at least, epitomized the obnoxious, pushy, won't-take-no-for-an-answer-and-I-need-to-show-you-everything-there-is-to-see-in-the-house-and-convince-you-to-bring-your-buyers approach to real estate. I couldn't turn a corner or explore the property on my own without one of them offering up yet another reason why this was THE home to buy. There was a feeling of desperation in their approach as they followed me around or appeared out of thin air when I thought I had escaped into another room.

That's not to say I don't appreciate hearing about unusual features, or of things that are not obvious. But I was not there to buy, and at one point I almost said..."I don't want to be sold, I don't need to be sold, so please stop it!" It made me very uncomfortable and I couldn't wait to sneak out. I can imagine how some buyers must feel when visiting an open house.

It made me wonder how often some agents may come across that way with their clients, or prospects.

How do you come across to other agents, and your buyers and sellers?

And how do you deal with that agent who simply does not know when to be quiet and stop pushing?

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Posted by Jeff Dowler ~ Carlsbad Real Estate ~ 760-840-1360 on 09/19/2009 06:27 PM

Comments (47)

Sales Attitude in the ActiveRain Channel

ar, agents

Originally posted at: Carlsbad Real Estate News and Views: I Don't Want to be Sold, I Don't Need to be Sold, So Please Stop It!!

Post is included in group: Southern California Real Estate Forum
Post is included in group: RE/MAX Active Rain Bloggers
Post is included in group: Realtors®

47 Comments on I Don't Want to be Sold, I Don't Need to be Sold, So Please Stop It!!

SEP

Ooooo. If there's one thing I cannot stand it is high pressure sales. If I've told someone no thank you twice on the phone...and they keep talking to me, I politely say "thank you for calling...goodbye" and hang up. :)

I think the internet world requires a softer sell approach...relationship selling??

Jeff,

Those agents learned how to sell homes from FSBO's who think their home is irresistable...

They blather on until I would be too weak to pick up a pen and sign.

Great post. I always tell people if you are having to try SO hard to sell something it's probably not worth having anyway!

I totally agree! It makes me uncomfortable when agents follow me through a home spouting the hard sell.

Way to much selling going on AR these days.

I Like how Pat Fenn thinks. Lots of selling without conversation, indeed!

I feel your pain. I recently previewed a home for a client and was accompanied by the agent AND seller. Guess who guided the tour. You guessed it, the seller proceeded to tell sell me about why their house was worth a hundred thousand more than current market value. Next!

Jeff - funny you should mention... LOL. I am always blown away how some agents (well and other sales people) still feel the urge to jump on the poor client or potential client, I always as a client feel suffocated and end up walking away. ~Rita

Sonja - well I suspect that is true of most folks. Too bad they just can't help themselves and continue talking. Although I imagine it's required in the script. LOL

Sea to Sky - relationship selling makes sense, the hard sell does not.

Jeff

Jeff, sounds like those two Realtors are in the wrong business, and should try selling used cars :) :)

Jeff..Sometimes it is hard to be polite;I do like to watch them take the bait ..It depends on my mood..LOL

HELPFULHANNAH

This is one I'm definitely not guilty of. I've been known to talk people out of houses that I thought were bad ideas.

Mike - well it is hard to understand that approach since it does not seem to have the desired effect.

Cindy - I think most folks can figure it out for themselves without having it rammed down their throats.

Jeff

In almost every case keeping you mouth shut will do more good than telling someone they should buy.

SEP

Yikes! 2 obnoxious agents at a Broker Open!!? Quite frankly, I probably would have just told them they were annoying me and I was leaving =) LOL. No, I'm not joking. We may not be able to tell customers when they're annoying, but we can certainly tell other agents.

REALTORS ARE NOW CROSSING THE LINE WITH SALES ATTEMPTS AT FIRST TIME HOMEBUYERS. Develop a relationship, give something of value and then ask for the business, stop sending me the news that soon the 1st Time Buyer Credit is running out? For one I am a REALTOR and that doesn't seem to make it onto your spam lists? What do you think that some of your potential clients are saying behind your back? "Get a job on a car lot, I bet". We all need to focus on the market and start by helping people reduce the amount of fear in their lives. Step Two, do something like a random act of kindness to a client and add something of value to your presentation. Try that for a month and get back to me where your business is going. It is not "our" fault that your wrapped Hummer payments are late because of a down market, now is it?

Being pushed has the opposite effect on a lot of people. It makes them want to high tail it out of there. If a broker is too pushy, I'll just leave. You can't make buyers fall in love with a house, they either love it or they don't. Sure, you can point out the features and extras, but in the end they make the decision, not you. They're not buying a box of crackers, for goodness sakes.

I have a theory about pressure. I think it comes from within yourself. Have you noticed that you feel no pressure from a recorded telephone solicitation call? Yet that same mesage delivered by a real person on the other end of the phone creates "pressure". The same message delivered in person by that person creates even more pressure.

But it does not have to. If you are clear that you are not interested in the message it does not take much to stop it -- just walk away or hang up. But if you are concerned about hurting the feelings of the messenger, just recognize that this is something you add to the conversation -- it is not there unless you add it.

Most of us feel some pressure when we are not really sure if this is something we should be considering. Make a decision, whether for or against, and the pressure disappears. Waffle a bit and the feeling of pressure increases. So what is the solution? Just recognize that when you feel pressure it is most likely because you are unwilling to make a decision. Make a decision and watch the pressure evaporate. Try it, you'll like it!

Akron, Ohio

I was showing a listing last week with the owner there. It made the buyer uncomfortable and we stayed the minimum. The agent called me later for feedback. I told him the main reason the home was not selling was the owner's presence. The home is in good condition and priced right but we did not need the owner's infomercial.

Couldn't agree more. Wouldn't it be nice if the label of sales agent wasn't used to describe us? I always have a squeemish feeling when I hear that tag. Yes, at the end of it all a sale takes place. However, I see my role as educator, facilitator, marketer and negotiator more. If those things don't occur first, a sale just doesn't happen.

It is all about the relationship. If we get a good foundation established, it's likely that client will be a returning and referring one. If we focus on the sale, it will more than likely be a one time occurance.

Since I am one of those people who cannot stand to be pressured into anything, I am sensitive about what I say to my clients. I am on their side and I want them to know that my interest is for them to have the best outcome. We discuss all the pros and cons, and then I step back and the final decision is left to them.

The thing I disliked the most in New Home Sales were the Sales people that sat on their butts in their offices, and were so snide when customers came in.

The thing I like least in Open Houses is a Hard Sell, such as you describe here. Act interested in ME, then leave me alone until I come to you. Be present Mr./Ms. Open house sitter, but do NOT bug me!

Same for buyers I am sure..

Jeff-

High pressure sales is bad news, but I had to think about this a bit....maybe I'm guilty.

I was accused of "pressuring" a client to lower their price (once after they promised to do so after 2 weeks). And I didn't see it as "high pressure": it was simply gathering relevant data and presenting it, trying to make them understand why their home wasn't getting any offers.

I don't think "pressuring" clients to be realistic about market conditions so that their home will sell is using "high pressured" sales. Do you?

Truly nobody likes to be pressured but look at the people in sales who seem to make the most money. Most are pushy to a point.

I tend to be laid back and let the customer ask questions and then provide answers, but then often find the next person persuaded them to make a decision and they got the pay check.

I think you have to become a personality experet knowing exactly how to read people.

Push when necessary but don't act pushy. Still learning all I can.

Thanks for the post.

No doubt pressure has the opposite effect. Rather than give an infomercial about a property, I now have a lovely typed "features" list on the counter that folks can take with them, no pressure.

I find it very difficult to "take in" a house when someone is chattering away. I feel the same way when looking at cars to buy or any other product! I don't know if it's part of my personality profile or if everyone finds this annoying. It's like my brain can't absorb the new information I'm seeing when there's this yakking in the background. Consequently, I say very little when I'm showing homes to buyers. I save the talking for when we get back in the car.

Morning Jeff,

You're preaching to the choir here man ? If you look at some of the expensive training tapes this is exactly what they teach !

I always feel akward at an open house as to how much tour to provide and how much to just let them explore. So I just ask them. I do tell them things to look for as they go through the property.

I recently showed my buyers through an Open House. I presented the listing agent with my card as we entered but he proceeded to attach himself like super glue to my buyers. When we finally escaped his clutches, the buyers said they wouldn't buy that house even if they liked it because the agent was so annoying.

Jeff -

Sad isn't it. Even if someone does buy after being hit over the head with the hard sales hammer, I think it leaves a bitter taste for a long time. Sure isn;t my style.

Hello Jeff. Love your POST! OMG! That brings me to think of an agent at our office. The other day he was role-playing with new agents about door knocking scripts and dialogues. He was so obnoxious and self-centered. As he was “role playing”, he would not take a NO for an answer. As I listened to his BS all I wished was to have a "bucket of cold water" to empty on his head. Thanks for the post.

Interesting discussion. Much of the "pressure" can be simply eliminated. Clear goals and objectives, clear communication. Both of these elements can eliminate any pressure in selling.

If you are absolutely convinced that your product or service is valuable and superior to other options, your obligation is to aggressively offer that to people who are qualified. Why? You are doing a service to others!

I understand the "I don't want to be sold" comment. But let me offer this. Our marketing should be designed to provide a us group of interested prospects to qualify. Many of the people who respond to our marketing will not be qualified. That is OK. Our personal call back or initial meeting should be designed to clearly determine goals and expectations. Can we help this person? Does this person have clear goals and expectations of their own? Can we provide the solution they are looking for?

If not, my obligation is to simply remain in contact until such time as they are ready to move ahead OR they simply "opt-out". They responded to me with some kind of interest. My marketing efforts should now cultivate them toward a buy decision or provide them with an exit or "opt-out".

Make no mistake, THEY have the obligation to make decisions every step of the way. Many people who get mad at sales and marketing efforts have very little ability to (1) communicate clearly and (2) make decisions.

Professional sales people, successful sales people are simply too busy in the service of others to waste a ton of time with uninterested parties. In my experiencce, VERY few sales people intend to insult, impose themselves on someone or create an uncomfortable situation for their prospective clients. Those that do are often unsure, untrained and lack clear goals of their own.

So, what does it take for someone to achieve their goals? They must know exactly what they are looking to achieve (and that, takes discovery). They must "depart" from their comfort zone of where they are today...or they will not progress. They must make simple "decisions" that take them closer to their ultimate goals. They must therefore take "action" to achieve that.

Departure, Decision and Action apply to both parties in a selling situation. Both buyers and seller must know that they have the control. By both parties knowing that they are in control, nobody has the ability to take advantage of the other.

I totaly agree with what Karen said: "Wouldn't it be nice if the label of sales agent wasn't used to describe us? I always have a squeemish feeling when I hear that tag. Yes, at the end of it all a sale takes place. However, I see my role as educator, facilitator, marketer and negotiator more. If those things don't occur first, a sale just doesn't happen."

In fact, when I am showing houses to a client, if they really like a house, I still point out to them problems that I see with it now, or potential pitfalls down the road. That way, when they decide to buy, wwe all know they have picked the right home.

I don't know. I have to say I am on the fence on this one. I think too many Realtors and salespeople are afraid to ask for the listing (ie. sale) or ask for a buyer to work with them exclusively. I also see a lot of salespeople who are afraid to handle objections. The term salesperson means a good persuader which I am proud to be. Persuasion skills are useful in all aspects of your life.

If done well, a good salesperson comes across as confident, knowledgeable and helpful. Some people need to be guided by a professional and that includes asking the hard questions sometimes.

I just finished a sale in new construction. At the appointment the buyers told me they were not going to buy that day, period! I continued with my normal way of 'selling'; I found them a floor plan that would work for them, questioned them to find out the real reason they were stalling on making a commitment and handled their objection. They signed the agreement that day. They shared with me three days later how happy and excited they are for their new home. The home is exactly what they wanted and I made a sale.

I do see your point though. There is also the sales guy that comes across as obnoxious and doesn't know when to shut up!

I hope that I don't come across that way. I know how to overcome objections, but am not much into high pressure sales. I don't believe it brings the right results.

Sometimes there are sellers in homes who should leave rather than attempt to sell their homes.

Vickie - and you have to wonder how they work with their clients. But perhaps they behvae differently, then.

Pat - well said. I think many are good about it and others are not, even here on AR.

Mike - great minds.

Judy - having the seller there can really be a nuisance. altho there have been times when I have learned some very interesting things...and the LA would not have liked what the seller was saying. LOL

Rita - I really believe it has the opposite effect of what is intended. I think many are not even aware of how they come across and just can't help themselves.

George - well it did remind me of that type of sales. I know these agents are pretty successful as listing agents, but it's not because of their sales technique.

Hannah - I didn't realize you had an ornery streak!

Julia - it pays to be careful of what we are saying and how we come across to others

Terry and Bonnie - well I don't believe you can convince someone to buy. They need to do that on their own.

Lisa - well I ALMOST said something to the effect that I though their style and pressure was very off-putting, and certainly not needed. Decided to just continue on my way.

Jeff

I agree totally! I do not like pushy sales people, or agents! I have never been pushy, and I would resent it if someone followed me around a home, and tried to push a sale on me.. I believe I would find another agent that was more passive. thanks for sharing!

I love it and AGREE>

I think someone trying to sell something that a buyer clearly does not want is desperate. To play games and pressure is not a way to sell anything.

On the issue of sellers in the home (I had one of these on Friday) GET OUT OF THE HOME!!! You do not know what my buyer wants, I DO!

On the flip side, if we have to "nudge" or "sell" our client on a home it is only OK if the client thanks us in the long run. Client is the key word, and a client is someone we know, understand, and have a trusted relationship with. Sometimes our client does not know what they need and it is our job to know what they need and "sell" the right home. If we pressure them to buy a home based on our pay or just making a sale then we are not doing what is in the best interest of the client.

Jeff,

Funny thing is...you mentioned this was a brokers open. Did they not realize you were an agent and not a buyer? Do they not realize you want to make your mortgage payment like the rest of us and would do a GREAT job in selling this home if you had the right buyer?

I love to chat with the best of them, but when it is brokers open, I have faith in my fellow agents that if they see something their clients HAVE to have, they will sell it!

I showed a vacant home where the listing agent had to let us in. I thought he'd stay out of our way but he followed us around through the house and simply took over. I wanted to give him a hint to leave us alone but didn't want to offend or embarrass him so I just tried to make it as quick as possible.

He probably thought I was bad at showing homes since I pretty much "moved things along quickly" but he was the one making it so my client couldn't even see the place. And of course, this home wasn't half as nice as the one we had just seen prior at the same price.

SEP

Very true Jeff. My approach is NOT to sell. My approach is to serve as a consultant and a negotiator for my Clients.

I had a similar experience about a month ago. I walked into an open house, the agent knows me and I was wearing my name tag. He was following so close if I stepped back I would have stepped on his foot. I finally said I had to go and rushed out.

Ross - you raise some excellent points here.

Barb - agreed.

Thomas - that's an intriguing thought. I think it has some very real merit.

Jack - we hear that sort of scenario all the time. I will say I have been in some homes where the selelr was there and politely stayed away and did not interfer or intrude at all. But it still can make the buyers uneasy.

Karen - so true. And there is so much more emotion that goes into a home purchase which tends to make the process much more complex, not to mention the time and the amount of money involved.

Jeff