We all have competitors and most of our competitors all operate with different belief systems on how to do business. If you’re a Real Estate agent, you have competitors who will simply tell a seller anything they have to tell them to convince the seller to list with them versus you. “Oh yes, Mr. Seller, I can get you $475,000 for your home. I know my competition is telling you $395,000 … but I can get you more than what they said.” Or, they will simply cut their commission and undercut you, which is of course, devaluing the very service that they offer, just to get a deal.
What I don’t understand is why salespeople can’t learn the basic fundamentals of selling and then sell with some reasonable principal behind what they say.
My competition takes an interesting approach. I have competitors that call my clients on a regular basis … I mean exactly that … they prospect, through phone calls, to my clients on a regular basis … trying to convince them to leave my company and join theirs. Then, when they get them as a client, they quickly tell them that they “never have to do any of that Mike Ferry prospecting again.” They can simply use the mysterious non-prospecting techniques that this company promises to teach them.
DOES ANYBODY BESIDES ME FIND IT INTERESTING that my competitor’s prospect all day long via the phone and then when they get the realtor as a client, they tell them how stupid and dumb and what a waste of time it is to prospect by phone?
Do you see why there are so many things that I don’t understand about our wonderful … crazy … exciting … unusual business? Your competition acts in some very unusual manners and most of mine are even worse … I simply don’t understand this type of behavior.
Part Two next week.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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