I am of the opinion that many of the people engaged in the profession of selling would be considerably less frustrated if they better understood what was going on in the mind of their potential clients especially in the area of perceived differences between products and/or services being offered.

I once knew an agent who couldn't figure out why private sellers would list with a relatively unknown and new agent who was just starting out in the business over a seasoned agent who had a proven track record, connections and marketing coming out of his ears. This was one of his favorite gripes.

At first blush it does sound a bit odd that a private seller would choose a newbie over a salty dog especially when the fee for service/ commission is the same. However, a closer look will reveal that more times than not this occurs because the potential client did not perceive a noticeable difference between the services being offered.

The way I see it... sales professionals cannot assume or take for granted that the potential customer knows or can readily notice the difference between products and/or servies being offered. Actively differentiate your offering from the competition and you will increase the probability of the potential client choosing your product or service.

To your success,

Jeff Blackwell
Arizona Mobile Homes