How You Leave A Sales Presentation is As Important As Your Pitch

By
Services for Real Estate Pros with Trulia

Caution on SellingFive Thoughts on Sales Presentations:

We are in sales.  Period.  Even if you do not know it.  Every day.  All the time. 

No matter what your job or business - whether you are in real estate or not.

We are all in sales, marketing and customer service.  Building long-term relationships with real people is critical to long-term success, regardless if someone bought or sold with you today.  Your reputation is the most important asset you have and it is important that you carefully and thoughfully build your reputation over time.

Sounds basic, right?

As you can imagine, I get a lot of emails from companies trying to sell me products and I get A LOT of sales calls.

Several weeks ago I received an email and then a call from a nameless marketing solutions provider.  I was actually interested in learning more about how their product worked.  Their sales person was aggressive about getting me on the phone.  I took the time to speak with him on my way into work today.   

He gave me the pitch.  I listened.  I wasn't really that interested in the product after I heard about the product.  Why?  Their marketing suite overlapped with marketing tools we use today.  Their social media lead generation requires a change in behaviour, i.e. the product searches public social media feeds and then requires the salesperson or real estate agent to direct message a person on Twitter.  Could be interesting, but I am not willing to commit to a year upfront for a new shiny widget.  Sound familiar?

So I tried to get off the phone politely.  I said, "After hearing what you have, I am not interested right now.  I will think about it and I may get back to you."

The salesperson said, "Let's be serious.  I am not going to get a call back."

I said, "Like I said, I am not that interested.  I probably won't call you back, but I will think about it."

The salesperson then said, "So this was just a WASTE OF TIME for both of us.  If you were interested, you would buy TODAY."

I replied, "Whoa.   Remember, you emailed ME to get on MY schedule.  Then you called ME.  And now you are saying that I am wasting YOUR time?  I made the time for YOU.  I listened to your presentation.  You are selling me a product I did not know that I needed.  Now you are criticizing ME for not buying TODAY?   

If I wasn't going to call you back before, now I am definitely NEVER calling you back.  And make sure your company never contacts me either."

{PAUSE}

We are all in sales, even if you do not know it.

Five Thoughts on Sales Presentations:

1) Every Presentation is a Privilege and an Opportunity:  Remember that customer, prospect, and client is taking time out of their day to LISTEN to you.  Many times, if not most of the time, that customer or prospect was not seeking you or your product specifically.  Treat that customer as unique AND treat that sales opportunity as a privilege.

2) LISTEN more than you speak: When you are a hammer, everything looks like a nail.  Or when you sell nails, everyone MUST need nails, right? - not screws, staples, tape or glue.   The plain fact is that your product or service WILL NOT be a fit for the vast, vast, vast majority of people you speak with.  That is why a great sales person will close 5% of their prospects.  That means 95 people out of 100 are not buying.   When you hear that a prospect is not interested in your service, certainly explore objections and see if there is additional information you can offer, BUT DON'T GET MAD at a prospect when they don't buy.

3) Most buyers will NOT buy TODAY:  There are few $6,000 spur of the moment purchases.  I know many salespeople don't like to hear this.  Generally a $6,000 purchase is a considered purchase.  i.e.  That prospect will likely have been thinking about the problem for a long period time.  Don't be surprised if they don't buy on the first phone call or presentation (unless there is a risk free offer).  Even for the greatest salesperson in the world, if 5 out of 100 will ever buy my product, only one out of five prospect MAY buy TODAY.  Don't be upset if someone doesn't buy today.  Most prospects and legitimate buyers will not buy today.  99 out of 100 in fact.

4) Offer Service & Education and Not Sales:   Use the PRIVILEGE of presentating to a prospect as an OPPORTUNITY to educate your prospects and customers on your product philosophy and specific solution.  Provide phenomenal service to the prospect and use education and service as an opportunity to build a relationship.   Even though they did not buy today, they may buy in the future.  Who knows, they may remember you 10 years from now and buy something else from you or work with you in the next phase of your life.

5)  Always BUILD RELATIONSHIPS:  Life is long.  Memories are equally long.  Especially bad memories.  Your reputation is an important thing you carry with you through your entire life.  

AND DON'T tell someone that he or she wasted your time.  

Especially if you are selling.

If you are successful, chances are you are always selling. 

Posted by

Nikesh Parekh

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 12/14/2012 12:53 PM
  2. Winston Heverly 03/30/2013 02:09 PM
  3. Winston Heverly 03/30/2013 02:14 PM
  4. Peter Mohylsky 09/25/2016 08:46 PM
Topic:
Real Estate Best Practices
Groups:
Realtors®
Bananatude
Best Practices
Tags:
sales presentation
nikesh parekh

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Rainmaker
43,903
Brenda Swigert
ERA Real Solutions - West Chester, OH
CRS, e-PRO, SRES
Great response!
Dec 18, 2012 09:38 PM #36
Rainmaker
805,280
David Popoff
DMK Real Estate - Darien, CT
Realtor®,SRS, Green ~ Fairfield County, Ct

You got your foot in the door, make it count. #2 is my favorite Listen.  Good post.

Dec 18, 2012 09:42 PM #37
Rainer
333,202
Frank Castaldini
Coldwell Banker - San Francisco, CA
Realtor - Homes for Sale in San Francisco

Great reminders.  Yes we are in sales and we are salesmen.  It easy to fall into to trap that we are just here to help.  Yes that is true.  What is also true is that this is sales.  Those who truly understand this and embrace this are the ones who will help the most.

Dec 18, 2012 10:12 PM #38
Rainer
47,816
Helen Bartlett
Refined Interior Staging Solutions - Fairway, KS
Kansas City Home Stager, Home Stylist, Redesigner

Those are great thoughts and I appreciate you sharing them.  It's unfortunate that you ran into that situation but your thoughts as a result of this will, no doubt, put things into prespective for many others.  It's always a great reminder too that if we all treated others the way we'd like to be treated, success would be enjoyed at a much higher and genuine level.

Dec 18, 2012 10:58 PM #39
Rainmaker
198,026
Margaret Mitchell
Coldwell Banker Yorke Realty - York, ME
Seacoast Maine & NH Real Estate

I find I cannot win with telemarketers.  If I politely listen to their pitch, and then decline, they scream at me "Then why did you listen to me?"  I kid you not. And whether I listen or not, at the first sign of no, they hang up on me.

And no amount of entreaties to remove me from their calling list seems to work.

Way not to sell.

Dec 19, 2012 04:37 AM #40
Rainer
105,971
Andrew Herren
Craig Massee Real Estate - Milledgeville, GA

Sounds like somebody got desperate. Kind of makes me feel sorry for them...they're not going to make it like that!

Dec 19, 2012 05:12 AM #41
Rainer
345,074
Jennifer Prestwich
Henderson, Thornton, Broomfield and Westminster - Henderson, CO
Your Castle RE Colorado

What a great blog post, Nikesh.  I just love the way you handled the unprofessionalism of that sales person - with tact, intelligence and professionalism of your own.  Thank you for sharing! 

Dec 19, 2012 05:52 AM #42
Rainer
443,369
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Your experience wasn't with a professional and not many salespeople are because they are poorly trained or are using outdated selling systems by the very mentors who are training them. Doesn't that sound familiar?

Regardless, some comments from the very community who are in the sales business are criticizing other salespeople for a variety of reasons that they too are committing in their own business.

I've learned that people buy what they need today or sometime in the future yet if people want to own something, they could buy it today if the timing is right, so the sale is either today, in the future or never, therefore, the professional must qualify his prospect to either buying it today or in the future. 

Dec 19, 2012 04:12 PM #43
Ambassador
1,356,266
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Frisco TX Real Estate Co. - Frisco, TX
Real Estate Agents

I face these kinds of sales people several times a week. Once you are not buying, they sound consecending, rude and down right obnoxious. I dont think they understand trying to tear someone down is not a good sales strategy.

Dec 19, 2012 07:39 PM #44
Rainmaker
796,052
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Nicki we agree with everything in your post except we prefer the term "consultant".

Dec 19, 2012 10:09 PM #45
Rainmaker
1,383,949
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Area Real Estate

Well I hope you passed this along to the folks at Market Leader? Good thoughts about what percentage of people actually will need your product or service after your presentation. Also, like you said, how can they be mad after you don't need their product? OR, you can't find a way to use their product in your business?

Dec 19, 2012 11:14 PM #46
Rainer
295,121
Paddy Deighan JD PhD
TimeshareLawyers.pro - Vail, CO
Paddy Deighan J.D. Ph.D

I wil quote the famous professor of mass Media from Columbia University, (you do not want a situation in which) "the nessage ois lost in teh medium". Apropos that, how many television ads do we like but we cannot remember the product or service??

Dec 20, 2012 02:37 AM #47
Rainmaker
264,399
Dan Derito
Success! Real Estate - Brockton, MA

What is unfortunate is that this person will wake up tomorrow and spend his entire day doing it all over. 

Dec 20, 2012 08:10 AM #48
Rainer
152,657
EMILIA B COOPER, REALTOR® SFR.NCHSE.AHWD
LAROSA REALTY - Orlando, FL
Short Sales, Foreclosure & Bank Owned Real Estate

Great Post Nikesh! Basically this type of sales people do not always agree to buy whatever it is, and thanks for sharing "Five Thoughts on Sales Presentations" Merry Christmas!

Dec 20, 2012 11:10 AM #49
Ambassador
428,048
Rich Cederberg
eXp Realty - Albuquerque, NM
eXp Realty Agent Albuquerque

Excellent points Nikesh. We all get annoying sales calls but when the sales people are rude it's absolutely shocking. 

Dec 22, 2012 10:48 AM #50
Rainmaker
2,755,999
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Niki I loved your post happens to us all almost daily,( the more we are out there in Cyber Space the more calls we have to deal with....) loved your analysis and your comment about falling in love with one prospect:) Have a great Holiday Season!

Dec 23, 2012 05:11 AM #51
Rainmaker
1,077,478
Sharon Alters
Coldwell Banker Vanguard Realty - 904-673-2308 - Fleming Island, FL
Realtor - Homes for Sale Fleming Island FL

Niki, I never expect a prospect to buy today - that leaves me not disappointed, I guess :) I love your title and will remember it. Leaving is just as important as what goes on in the presentation.

Sharon

Dec 24, 2012 02:31 AM #52
Rainmaker
1,429,390
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I had a bad experience with a Vendor recently.  I finally got a hold of a manager and was so impressed with his sincre apology and what he did for me I ended up purchasing other stuff.  Not exactly the same situation, but good service and character are so important to long term success.

Jan 02, 2013 03:11 AM #53
Rainmaker
732,506
Judith Ritter
Dirt Road Real Estate - Prescott, AZ
Rural Land & Homes Specialist

Thanks for the lesson in how to behave -- this should apply to behavior to other agents as well.  I imagine the horrendous management staff at that company and the pressure to sell. 

Feb 14, 2013 09:40 PM #54
Rainer
66,842
Melanie Narducci
Hillscape Properties, Inc. - San Francisco, CA
Your San FranciscoBay Area Real Estate Expert

I'm sometimes shocked at the ineffective management of telemarketers.  Yesterday I received a call from Zillow -- with a new script.  I honestly said that I had no budget and wouldn't be purchasing, and while the telemarketer kept me on the phone there was no probing like, "when do you anticipate budgeting for your internet purchases?"  If companies had products that really addressed what I need at the price point I can afford, they'd be much more successful.  Keeping the customer first and foremost wins the day.

May 08, 2013 03:15 AM #55
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Nikesh Parekh

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