SALES IS ABOUT FARMING NOT HUNTING

By
Education & Training with Performance Development Strategies
https://activerain.com/droplet/5hhN

 

Do you think of a good salesperson as being a good hunter?  Unfortunately, that is the perception some people have about sales.  They think of the skillful of hard driving individual who “closes” a client. This is not today’s sales. And here is another fact. We are all in sales no matter what our job because we seek, at some time or another, to influence others. Therefore, we need to build relationships first.  That is to say that we should be farmers growing relationship rather than hunters going for the close.

Here are 7 ideas that will open your current sales thinking and help you become more effective in your selling activities:

1. Don’t use a sales pitch but instead start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves

2. Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to “close the sale” or “get the appointment.” If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move the sales process forward, you will find that potential clients will bring you into their buying process.

3. When you lose a sale, it’s usually right at the beginning of the sales process.

When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you from a position of trust. And if trust isn’t established at the outset, honest communication about the problems they’re trying to solve and how you might be able to help them, becomes impossible too.

4. Sales pressure is the only cause of rejection. Rejection should never happen.

To eliminate rejection, simply shift your mind-set so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mind-set that you are there to help potential clients.

5. Never chase a potential client—you’ll only trigger more sales pressure.

Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6. When a potential client offers objections, uncover the truth behind them.

Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem”—no matter what clients are “objecting” to—and then using gentle, dignified language that invites them to reveal the truth about their situation.

7. Never defend yourself or what you have to offer—it only creates more sales pressure.

When a potential client says, “Why should I choose you over your competition?” your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy.

Rather than defending yourself, try suggesting that you aren’t going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems—without ever trying to persuade. Let potential clients feel that they can choose you without feeling “sold.”

 

Sales

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.  For a similar post on our web site see RELATIONSHIPS FIRST SALES SECOND.

Are you ready to take a more natural selling approach?

Contact us to learn more

or call 914-953-4458.

 

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Re-Blogged 5 times:

Re-Blogged By Re-Blogged At
  1. Brian England 02/11/2019 09:10 AM
  2. Ginger Harper 02/12/2019 08:43 AM
  3. Ron Barnes 02/13/2019 06:12 AM
  4. Roy Kelley 04/10/2019 01:00 AM
  5. Gabe Sanders 02/20/2019 10:00 PM
Topic:
Real Estate Best Practices
Location:
New York Westchester County
Groups:
Coaching and Mentoring
Tags:
we are all in sales
building relationships in sales
sales is the art of moving people
new natural selling approach

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Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Ron Barnes - yes that is right.  Ask questions, listen carefully.

Feb 13, 2019 06:25 AM #48
Rainer
282,346
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

The approach to a consumer is very delicate. Think of a car salesperson. Have you ever met an auto sales person that you liked and felt comfortable with?

If yes,  create that for yourself.

We have all met a person that is in sales that did not scare you away.

 

Feb 13, 2019 07:35 AM #49
Rainmaker
401,223
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Grant, what a great post!!

People, like deer, can smell a hunter. And when they do they run.

Relationships are crucial to long term success. Build the relationship and provide over the top value added and your customers will bring others to you.

Think long term.

Great. Thanks

Feb 13, 2019 07:40 AM #50
Rainmaker
165,483
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Hi Grant, that's a real nice compendium of strong advice for building relationshiops and not trying to hard sell and close at the beginning.  I am going to try this on potential builders very soon and your advice is going to be put into place.  Thanks much!

Feb 13, 2019 12:38 PM #51
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Ron Aguilar  - yes.  I am thinking about those examples as well.  You know if you have met someone where you feel like you to count your fingers and toes when you leave.

John Wiley  - that is it.  Think long term referrals and repeat business.

John Henry - this is particularly more important with B to B such as your case with builders.

 

Feb 13, 2019 12:52 PM #52
Rainer
417,127
Rose Mary Justice
Synergy Realty Pros - Dandridge, TN
Synergy Realty Pros

I like your suggestions and sure they will benefit me.

Feb 14, 2019 05:47 AM #53
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Rose Mary Justice - thank you.  I hope you do benefit from them.

Feb 14, 2019 11:35 AM #54
Rainmaker
577,968
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

I agree wholeheartedly with this mindset, Grant. Always come from a place of service, not sales.

Feb 14, 2019 11:55 AM #55
Rainmaker
1,309,416
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Hi Grant Schneider 
I agree with your analogy.  Noone wants to be "hunted".

I read Jeff Lobb's comment.  I think he's just being contrary.  Farmers can't nuture what they have until they plant.  They have to plant first in order to have anything to nurture.

Feb 14, 2019 03:40 PM #56
Rainmaker
510,499
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I disagree with 'sales pressure is the only cause of rejection'.  There are many reasons that an agent may not be chosen: unfamiliar with the area, didn't feel a connection with the potential client, agent may reject the potential client as well! I do agree with #7 and use sentences similiar to that often

Feb 14, 2019 04:04 PM #57
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Pat - seeking to serve is most important.  Everyone is in a better place.

Carol - of course we have to seek new business but people don't want to be sold by someone wanting to make some fast money.

Mary - there are certainly many reasons and connection is really a big one.

Feb 15, 2019 04:36 AM #58
Rainmaker
5,346,578
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Thank you very much, Grant, for sharing your experience and your advice.

Feb 15, 2019 10:53 AM #59
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Roy - thank your for stopping by.

Feb 15, 2019 06:20 PM #60
Rainmaker
279,502
Mike Reyman
Berkshire Hathaway HomeServices Fox & Roach Realtors - Media, PA
Delaware County Real Estate

Grant,

You title interested me enough to read your post as I like to explain to newer agents that Real Estate is a mix of Hunting, Fishing and Farming.  We have to eat today so hunting is necessary but farming will feed you tomorrow and beyond.  Instead, I was delighted by the 7 declarations that you shared.  Well done!  Thanks.

Feb 20, 2019 04:49 PM #61
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Mike - and you are absolutely correct about the mix. I use hunting as a generalization. 

Feb 22, 2019 02:19 PM #62
Rainmaker
2,494,472
Rebecca Gaujot, Realtor®
Vision Quest Realty - Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

Great suggestions, Grant. I definitely agree with your last statement, "You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach."

Feb 22, 2019 02:55 PM #63
Rainmaker
974,748
Beth and Richard Witt
Long Island Cash Home Buyer - Huntington, NY
Long Island Cash Home Buyer 516-330-6940

Love it... many years ago I was taught to put the people first and the money will come... Happy Day My Friend

Feb 23, 2019 12:30 PM #64
Rainmaker
1,898,250
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Rebecca - you bet.  People do business with people that like.

Beth and Richard - that is exactly correct.  Thank you so much have a great day.

Feb 24, 2019 06:04 AM #65
Rainmaker
12,193
Nestor Gasset
International Properties and Investments LLC - Wellington, FL
Wellington Luxury homes & Equestrian Expert

Thanks for the tip Grant.  I tell my agents that you have to be a farmer as well as a hunter.  Those who farm will be able to eat throughout the year. 

Feb 26, 2019 06:42 PM #66
Rainmaker
3,238,573
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Be the solution to the client's problem...a positive answer to their situation.

Apr 10, 2019 02:07 AM #67
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