LET THEM KNOW WHAT IS IN IT FOR THEM

Reblogger
Real Estate Agent with Realty Group Referrals 16766

Researchers have found that the more successful salespeople are those who can uncover problems rather than listening for needs and providing solutions. Uncovering problems and issues will take time and careful listening. 

Original content by Grant Schneider

A key core competency in management and in sales is Relationship Management. Being able to influence people is a skill that needs to be developed.

Those who are successful influencers are able to move people to action by showing them what is in it for them. All consultants (internal or external) and all managers will have great success if they learn this. Trust is vitally important, and this is built on credibility and respect. In this information age anyone can look something up. No one holds a knowledge monopoly anymore.

Dan Pink, in his book, “To Sell is Human,” talks about how we are all in sales so to speak. He calls this the art of moving people and it applies to everyone from consultants to teachers. The old formula of sales no longer works. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact, anything a buyer wants to know is on the Internet. The buyer can also easily obtain information on the seller.

In today’s environment we need to understand that we are all in sales so far as we are all influencing people in one way or another. The value of our advice and is what matters now. For example, home buyers can educate themselves on neighborhoods, schools, homes, asking prices, and anything else. Today’s smart realtor knows that by being a source of information she can create value for her clients. People can do the same Internet research when they buy a car. Therefore, when the realtor, the car salesperson, or the business consultant uses the shared information, they can place themselves in the position of assistant buyer and of trusted advisor to the customer’s interests.

Knowledge is readily available to buyer. Therefore, the seller should acknowledge that fact and spend the necessary time to develop a relationship with the customer which will gain the customer’s trust.

You must spend the time and build the relationship so that you learn your customers’ needs and desires. Many in sales make a serious mistake by rushing this phase of the process. Researchers have found that the more successful salespeople are those who can uncover problems rather than listening for needs and providing solutions. Uncovering problems and issues will take time and careful listening. Continue to peel back the onion by listening to understand. Developing this skill will uncover the real issues and this will position you to provide the solution which will exceed your customer’s expectations.

Assistant Buyer

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. When you do that, you will exceed your customer’s expectations. You will also position yourself to become their trusted advisor.

Do what it takes to become a trusted advisor. Trusted advisors earn more money, they receive many more referrals and repeat business, and they establish a long-term relationship with their customers.  For a similar post on our web site see WIIFM - WHAT'S IN IT FOR ME?

Would you like to work on becoming an Influencer?

Contact us to learn more

or call 914-953-4458.

Real estate expertise provided by Grant Schneider on ActiveRain

 

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914-953-4458, Armonk NY 10504 grant@pdstrategies.com

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Posted by

Roy Kelley, Associate Broker

Realty Group Referrals (Retired from RE/MAX Realty Group)

6 Montgomery Village Ave., Suite 200, Gaithersburg, MD 20879

Office:  301-258-7757 

Comments (8)

Paddy Deighan MBA JD PhD
federalfinanciallawgroup.com - Vail, CO
Paddy Deighan J.D. Ph.D

points very well taken..everyone in every industry should pay attention to this and these concepts are universal,,,thanks for the reminder

Jan 16, 2022 02:46 AM
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing and resharing Grant & Roy!!! Great content!!!

Researchers have found that the more successful salespeople are those who can uncover problems rather than listening for needs and providing solutions. Uncovering problems and issues will take time and careful listening.

Jan 16, 2022 04:05 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning Roy - thank you for the re post.  Have an outstanding Sunday.

Jan 16, 2022 04:21 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Please be sure to leave comments at the original blog.

 

Jan 16, 2022 05:45 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Make it a habit to post a daily reblog. It is an easy way to pay it forward.

Jan 16, 2022 05:45 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Roy, Grant's post was especially good, so very good choice for a reblog.  Things to think about when you have other in your company.

Jan 16, 2022 07:29 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Thank you very much for your comments. It is always good to hear from you.

Jan 16, 2022 10:45 AM