As Education Priorities Have Changed Dramatically In America, How Do We "Communicate" With Potential Customers and Clients?
Times have changed, American History has been dropped from the list of "must have" subjects taught in a vast majority of schools today. The days of "arithmetic" and some related aspects, are no longer considered a "universal" part of primary education, they have been replaced with what we now define as "Math". As social behavior and accepted procedures have been replaced, the ability to "connect" is often a "luck of the draw" scenario. It's time for those of us who have been at it for awhile, to look back and draw from our experience and then share with others.
One of the oldest sales techniques is often "Left On The Shelf". "TELLING THE STORY" is an incredible method to get your point across, refute inaccurate information, while at the same time, bolstering your stature as one who is knowledgeable and experienced.
Think about this, imagine finding yourself in a position where a potential buyer/seller disagrees with your assessment of a situation? Rather than having your experience/knowledge questioned, you "tell the story" about an experience comparable to that which is currently under discussion. You provide a detailed timeline of events and decisions which were made and finish the story by sharing the final outcome. When telling a story, it would be very rare, those you're dealing with, would have intricate knowledge of the details or facts. Telling a story virtually eliminates the possibility that what you have presented, can be "categorized" as inaccurate, contains false statements or exaggerations. On the contrary, sharing stories about the success which others have achieved by utilizing your advice and suggestions, goes along what towards "cementing" a buyer's or seller's decision to "hire" you to assist them with their real estate needs.
Take the time to "relive" some of your most memorable experiences where the suggestions and advice you provided, were a key factor in your customer/client achieving success. Make sure you include several key details when sharing your story. Details add validation to any story.
Good luck! I would certainly relish any shared experiences where a client/customer took your advice and it made the difference between achieving success and failure.
"It's not the will to win that matters-everyone has that. It's the will to prepare to win that matters."
Coach Paul W. "Bear" Bryant
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