There is a difference between being honest and being blunt.
Some people get this right away, and others do the "insert foot in mouth" before they realize and learn. Others never get it and their honest personality is to speak what's on their mind and be darned of any consequences.
So why am I bringing this up and what's it got to do with selling real estate? Oh, my friends, a ton.
There have been too many times when I have been involved in past transactions and words have flown out of people's mouths like:
- If she had been more_____ than it would've been done.
- Well, he's a top producer, so you know, he/she doesn't have time.
- Those people_______________________. OR, my favorite, "you people" (this I heard quite often when I sold a real estate internet product).
- If you had only listened to me ________________.
- It's not my fault.
- I don't know.
Now let's think about how such statements can make an impact to the person on the receiving end. AND, what kind of impact is it? Will it reflect positively on the speaker?
And let's remember that every contact made in the world of sales is a potential sale, either directly or through referral. You don't have to like everyone, nor do we have to conduct business with everyone, but reputation is the one thing a sales person should be able to hang his/her hat on. And it's hard to have a good reputation when the words falling out of the mouth slander, ridicule, or offend, even if they aren't meant to.
Sometimes, it can be just a tone or inflection. Recording a role playing call or video taping yourself at a listing presentation is a good way to pick up on subtle nuances that can make a difference. It's hard to attract business when you have a negative, nervous, condescending or brash tone or posture. It's good to have someone else review a recording or videotaping with you to pick up on the things you might miss.
And try to go into every contact you make with a positive attitude. It will help you to convey your feelings positively. Positive actions will attract positive results.