Random Thoughts About Sales People

By
Real Estate Agent with John L Scott Market Center 700512026

The first thing I ever "sold" was as a door-to-door 13-year old selling Current stationery to my neighbors, because I loved it and could get it for a better price if I had others' orders as well. My genuine enthusiasm for their stationery won over my neighbors and I did pretty well at my first "job". 

Never did I think at that young age that this would always filter through my entire life's careers. In different forms, but sales and marketing is in my blood and it didn't matter the product or service, it seemed a natural fit. 

 

Did you ever notice though that when you say you are in sales or real estate some people don't look react positively?  I can base that on the types of people that "sell" with a completely different mindset than that of "serving" or building a relationship.

 

We can all attest to having an experience of a hard sell. Pushy, controlling, won't take no for an answer...whittle you down, beat you up, til you succumb. Hate that! 

 

Or trade shows. Oh dear. My heart goes out to those single people in a booth whom no one is talking to. They are sitting there, hovering over their computers, trying to look busy, but not connecting with anyone walking by. They often look defeated. The energy they give out is not welcoming and that's probably why they aren't getting potential business coming into their space. 

 

Then there's the hawkers or carnies as I've called them. Don't look them in the eye! They want to reign you in with a coupon, candy or something just to lure you in. I try really hard to be polite and keep moving. 

 

Because I, too have had to do trade shows, I do empathize with them. They're just trying to do their best to increase the bottom dollar. 

 

Everybody has their tricks, I guess. I'm a big believer in just being real and truly connecting with my potential clients. It often starts with a return phone call and a genuine interest in them. I feel them out, see what their hot buttons are, what motivated the initial call or e-mail, learn about them. Then you build a foundation together. Sometimes you find that you came from the same town or state originally. That can create an immediate sense of camaraderie and you can talk about that before delving into the actual nuts and bolts of money, what properties are available, what time to meet, etc. I honestly don't think people are comfortable being pushed, especially when initiating a relationship. Of any kind. They may or may not see it consciously, but it feels on some level as if the person is desperate, needy. And it doesn't come across as confident or real. 

Just some of my random thoughts  about sales people. And yours??

 

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Rainmaker
1,977,927
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Gayle Rich-Boxman Fishhawk Lake Real Estate - So you were a Current Stationary Girl. I loved that stationary and bought it every chance I could get. That was a company that provided quality products and all sales people that I knew provided great customer service. I also started selling subscriptions to newspapers in grade school as early at 4th grade. The nuns let us have an extra 30 minutes for lunch to go sell the Catholic newspapers. Either people really liked the paper or liked me, because I always came back with subscription orders. By the time I was in 9th grade I was selling Avon products. Some lady down the block LET me sell cosmetics to my Catholic HS friends during library hour and I sold more than the Avon Rep on my block because make-up was forbidden in Catholic HS. Every girl in school bought Avon! I made a HS fortune selling make-up and perfume. 

Back to your story. I loved reading about your background. I have no doubt that you always had genuine enthusiasm and you were (still are) irresistible. Your random thoughts about sales people is a hoot. I think the difference between ordinary sales people and you is that you have a soulful way of selling and connecting with people that makes people naturally gravitate towards you. Personally, I think you could sell a tree if you had to. 

These were fun random thoughts and a great read!

 

Mar 09, 2018 07:01 PM #33
Rainer
491,583
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Gayle,

Really savvy sales people seem to hang out at European street markets. Maybe because they are bored, they come up with amazing come-ons. Motorcycle leggings, anyone?

Mar 09, 2018 09:23 PM #34
Ambassador
1,342,215
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Patricia Feager it was funny because with Current, my strategy was that the more I "bought", the cheaper it was. So, I got my own stationery cheaper and made a few pennies on others' as well! And everyone was happy with the products. Not surprised that you started out as an "entrepeneur" at a young age as well. Just more to add to the things you and I have in common with each other. And there are so many!

I could never "sell" something that I wasn't truly passionate about. If it felt false, I couldn't do it. When I began to hate my job with a national respiratory company, the money didn't matter. I was miserable and got out. "Retired" at 50, and went back to school to study real estate a longtime career of interest. Finally can check that box!! 

I would love to sell trees! I LOVE them!  Thank you...always love your comments.

Dorte, I have to take your word for that! 

 

 

 

Mar 10, 2018 09:01 PM #35
Rainmaker
1,977,927
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Hi Gayle Rich-Boxman Fishhawk Lake Real Estate - I just checked to see if Current Stationery is still in business and they are! I found something we'd both like. What do yout  think? The only change is adding our name! Aren't they just lovely!!! 

Mar 10, 2018 09:59 PM #36
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Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Oh, how pretty! Can you believe it!!! That is a LONG-standing company!! Wow. I wouldn't have thought to see if they were still in business. I make my own cards from my photos through Zazzle, but if I didn't these would be right up my alley. (I even make my own stamps and return address labels, wrapping paper, pillows, all kinds of stuff)! 

Mar 12, 2018 05:33 PM #37
Rainmaker
1,509,340
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Fifteen Years Experience in Brevard County

I am with you about sales and techniques.  Can't stand to be manipulated!

Mar 13, 2018 05:11 AM #38
Rainmaker
1,468,213
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

I'm with you.  I'm so glad that "sales" is really only a small part of this job.

Mar 13, 2018 08:14 PM #39
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Anna Banana Kruchten CRB, CRS 602-380-4886
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana!

Gayle it's pretty easy to spot 'pushy' sales people. I have always been a firm believer that's it is more about creating long term trusting relatioships in our industry - or any other industry for that matter. Genuine is the perfect term - and again - easy to spot real folks from those that have dollar signs in their eyes.

Mar 16, 2018 12:39 PM #40
Rainmaker
3,267,795
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393
  • Hello Gayle.  "Being real" is always important.  Good story. Good post.
Mar 16, 2018 03:32 PM #41
Rainmaker
506,030
Ellen Caruso
Daniel Gale Sotheby's International Realty - Glen Head, NY

Gayle, gotta love those fragrance salesperson who spritz you or pushes fragrances in your face! Nope, don’t like pushy salesman and I won’t push either. Got to build trust, it’s the best way to sell.

Mar 16, 2018 06:07 PM #42
Ambassador
1,342,215
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Gary L. Waters, Broker Owner, Waters Realty of Brevard, LLC I'm right there with you!

Georgie Hunter R(S) 58089 sales gets such a bad rap, but I believe it can be one of the best careers in the world and ought to be honored. 

Anna Banana Kruchten CRB, CRS, Broker as humans, we can feel when things aren't based in reality...we may not always consciously see it, but on a deeper level, it's there. 

Michael Jacobs it's the only way I know how to be. Forever and always.

Ellen Caruso trust in any relationship is paramount to building a relationship. Period.

 

 

Mar 16, 2018 07:55 PM #43
Rainmaker
576,790
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

I don't remember Current stationery but Patricia Feager I LOVE what you dug up on the Internet! Gayle, you struck a chord with everyone as you've had lots of input on salespeople and pushiness. :) I also love the Zig Ziglar graphic. If you are excited about that thing you are selling, others will be excited as well.

Mar 16, 2018 08:44 PM #44
Rainmaker
1,654,733
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

I love Current Stationery too - still buy it some times - although I was sorry that they departed from their discount process 

Mar 17, 2018 05:01 AM #45
Rainmaker
3,778,056
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Gayle Rich-Boxman Fishhawk Lake Real Estate ,

Loved your story and learned more about you in this post! Zig Zigglar quotes always resonate with me because if you are looking at yourself as only a sales person in it for the money you'll never make those connections with people that are really meaningful. Providing service is the way I look at our profession and it is so fulfilling!

Mar 17, 2018 06:34 AM #46
Rainmaker
88,818
Alesha A. Wilson, M.Ed.
Buy and Sell Oklahoma LLC - Oklahoma City, OK
Buy and Sell Real Estate with Confidence

"Don't look them in the eye!"    That phrase seemed to be placed at just the right spot in your post - LOL
I whole-heartedly agree.

For it to be natural, there needs to be a time for alignment - me aligning with my buyer's and seller's goals & time for them to form an agreement that I am the best person to help them reach those goals.

Congratulations on the Feature Gayle Rich-Boxman Fishhawk Lake Real Estate 

Mar 17, 2018 08:33 AM #47
Rainmaker
501,027
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Totally agree that it helps to have a genuine interest in your clients--what's going on with them outside of t he business at hand.  I have also learned that a positive attitude, even when delivering discouraging news, is important.

Mar 18, 2018 08:07 AM #48
Rainmaker
971,024
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Agree on all counts with you.  Being a pushy salesman is just not in my DNA.  Being a reporter of information works much better ;) 

Mar 18, 2018 09:45 PM #49
Ambassador
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Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

OMG, why am I not the least bit surprised that both you & Patricia Feager are crazy about Current! I couldn't get a catalog without ordering something - I LOVED them and had no earthly idea that they were still in business!

Gayle, I attended the CRS function in Dallas last month. I was looking for a friend who was in the 'trade' room and I was like a horse with blinders on - straight ahead, no eye contact, just a woman on a mission to find someone! I walked out of the room and felt badly for those who were not the slick, salesmany type - the genunine ones that I had passed right by. You are SO right - those are the ones that I enjoy talking to and prefer to buy from them too - they're not pushy; they're helpful and care about their customer. It makes a world of difference.

Happy Tuesday!

Mar 20, 2018 08:08 PM #50
Rainmaker
516,859
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

Gayle, I started out in "public relations", had no idea what it meant - I figured it was dealing with the public which I always seemed to be good at. Then "advertising" was added to my list of job titles. But never "sales", those individuals who had to bring in a certain amount of business that had a $$ value attached. Frankly, I think that makes me a better real estate broker, I never do "hard sell" with my clients, it's up to THEM if they like what they see, then I expedite it for them.

Mar 23, 2018 12:55 AM #51
Rainer
263,667
Stephen Turner
Gemcraft Homes (TriCorner Realty) - York, PA
The BIG Guy of NEW HOME SALES

great points. I've been "In Sales" most all my life and while I have been in real estate with hundreds of transactions, I've never SOLD Anyone a house. However, I have helped hundreds of families buy the home they wanted!

Apr 06, 2018 10:37 AM #52
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