Sell People What They Want To Buy, Not What You Want To Sell Them!
More wise advice from George Souto , I do spend a lot of time listening, and listening a bit more to really find out what they want.
About three years ago I attended a seminar by Rick Deluca. Normally I hate to attend seminars on how to succeed because I find them to all say the same thing, just in different words. But that was not the case with what Rick Deluca had to share. He was spot on and caused the light bulb to go on for me several times during his presentation. The information & advice Rick gave was outstanding and well worth my time to attend. His message was simple Sell People What They Want To Buy, Not What You Want To Sell Them!
Rick packed a lot of valuable information into his presentation, but there were two points he made which will stick with me for a very long time. Both of his points centered around his father who owned several Chrysler Car Dealerships, and was very successful. The first point was from a question he asked his father, and it was simply what did he do that made him such a successful salesman. By the way even though his father owned several dealerships, he still got out on the sales floor and sold cars. His father told him "It is simple, I sell people what they want to buy."
His father went on to explain to Rick "if you listen people tell you what they want, and that is what you sell them." He told Rick the biggest mistake salespeople make is to not truly listen to their customers, and try to sell them what they want to sell and not what the customer wants to buy. His father went on to say, by listening to what customers say, and watching their body language, they make the sale for you.
Now I have listen to similar message about how we have to listen, but the way Peter Deluca, Rick's father, stated it made perfect sense to me. Peter Deluca sold people the car they wanted, not the car he wanted to sell, and in doing so became a multi-millionaire.
I will share the second point Rick's father made to him which I have printed, and have on the bulletin board by my desk later this week. It is a quote along this same line of thought.
Sell People What They Want To Buy, Not What You Want To Sell Them! Simple words with a whole lot of truth. These are words we all need to remember, it is about selling our customers what they want to buy not what we want to sell.
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Info about the author:
George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com
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