"I will never ask you to buy a house," I said to a young couple the other day. They were my new buyers looking for a condo in Lincoln Park, Chicago...
I received a confused stare followed by a look of calm understanding...
This is the reaction I get from most of my buyers.
I will never ask you to buy a house.
I won't.
I love saying that to my buyers. It puts them at ease...
My sales training came from some of the top salesman in the world. Stockbrokers...
We weren't the down on the floor waving your arm type. No. We were in an office. Suit and tie. Real professional looking...
But all we were doing was dialing the phone. One number after the other. 8 hours a day...
Cold calling. The coldest kind...
Quite ridiculous actually.
We would ask until our prospects hung up. At least the good ones did...
It really seems crazy. Almost like we were dealing crack...
You would be surprised how many people in the early 90's would send $10,000 to a total stranger over the phone. They even gave us their social security numbers. Pre identity theft, obviously...
Looking back, I honestly am ashamed of the business I was part of.
We wanted to make our customers money. Most of us were good people. Young. Cocky. Excited. Aggressive...
But invariably, all of our clients ended up losing money...
It was the system. If you have to sell something THAT hard, it ain't worth buying...
I will never ask you to buy a house. It really works quite well for me...
Client's like it. Happy clients are good clients...
The way I figure it:
The bad salesman asks once...
The OK salesman asks twice...
The good salesman asks at least 3 times...
The elite salesman never needs to ask...
Ken
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