Education & Training with Performance Development Strategies

This is a good time to talk about this subject as we are doing our annual goals review. The questions is, “How do we generate sales?” Transactional sales might be going to Walmart or buying online from Amazon. There is a set of requirements for those organizations. These organizations differentiate themselves on price, being in stock and quick delivery. Does your organization differentiate on these areas? Probably not.

You create value a different way and the way sales are made are most likely is creating value through trust through relationship building. You don’t have a commodity do you so really people are buying YOU.

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.”

Assistant Buyer

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 TRANSACTIONAL SALES OR RELATIONSHIP SALES.

Understanding how your sales are made, what is your strategy?

Contact us to learn more

Armonk NY call 914-953-4458.

South Florida call 772-342-1066.

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Armonk, NY
Port Saint Lucie, FL

(914) 953-4458

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Grant Schneider,

*Certified Business Coach,
Senior Professional in Human Resources

President, Founder
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Comments (23)

Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Good morning, Grant... I just taught a listing presentation class in my office a week or so ago... and this was one of my primary messages... that we, as agents, need to differentiate ourselves and our services up front and not be a commodity. If we ensure we are not seen as a commodity, no one asks for a lower commission.

Dec 12, 2022 05:23 AM
Mark Don McInnes, Sandpoint-Idaho
Sandpoint Realty LLC - Sandpoint, ID
North Idaho Real Estate - 208-255.6227

Hello Grant.  Hit on a recurring point that I know I dislike when coming my way...sales pressure.  Good post.  mdm

Dec 12, 2022 05:45 AM
Kat Palmiotti
406-270-3667,, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

Great points. I know if someone calls me and I feel any sales pressure, that phone call is done. So this is so true.

Dec 12, 2022 05:58 AM
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo and Home Specialists

Oh do I hate sales pitches Grant. Biggest turnoff from a sales person and I have never done business with anyone using this practice!

Dec 12, 2022 06:00 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, sales pressure has never worked, and never will.   We know that when WE go out to buy something.

Dec 12, 2022 06:43 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Endre - thank you very much for your kind words.

Brian - thanks.  If find that most of us are not transactional so these tips are important.

Wayne -thanks very much.  I think these tips build rapport then relationship.

Nina - yes you hit it exactly.

Mark - you can tell when people are really hunting can't you.

Kat - oh yes those calls that just try to get appointments.

Larry and Sheila - those pitches where people talk over you without even stopping.

Dec 12, 2022 06:56 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Joan -we go to buy. We don't want to be sold.

Dec 12, 2022 08:16 AM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Grant - it's a balancing act, right?   As we master the juggling of those balls in the air, we can continue to reach higher and higher.  And more skillsets can become part of our repertoire.    

Dec 12, 2022 08:32 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Grant Thank You for sharing this great information with us here in the Rain.  Make it a great start to the week!

Dec 12, 2022 08:40 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grant I have not thought of myself as a commodity before, but it makes sense.

Dec 12, 2022 01:31 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Grant- well done. No one wants to be sold or feel pressured in any way. The value you add is your knowledge, experience and professional wisdom. These 3 don't have to be sold to a potential client, but they do need to be shown. 

Dec 12, 2022 06:45 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Mike - that is a very goof way to describe it.

Will -make yours a great week.

George - you have characteristic of that but you can't move the rates so it is relaionship.

Kathy - yes that is exactly correct.

Dec 13, 2022 05:03 AM
Roy Kelley
Retired - Gaithersburg, MD

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

Have a productive December.

Dec 13, 2022 05:54 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Grant:

I liked all this advice but especially #1. People do not want to be "sold" and starting off with a sales pitch is a big turn-off I think.


Dec 15, 2022 10:06 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, great advice you have given us!   Hope you are almost ready for the Christmas Holiday.

Dec 17, 2022 07:29 AM
Buzz Mackintosh
Mackintosh REALTORS - Frederick, MD
“Experience, reliable, leadership”

Great tips and advice! Be yourself, be genuine and your services will resonate with the potential client.

Dec 18, 2022 05:03 AM
Matt Brady
Watermark Capital - Del Mar, CA
One of San Diego's Best Lenders

What a great post and so timely when markets are tough. We do tend to push a little harder or compromise and work with clients or referral partners that might not be a good fit.

Dec 19, 2022 11:30 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
Relocation to NW AZ with elbow room & more freedom

Outstanding tips, but not surprised and congratulations on the feature.

Jeb Blount wrote a book entitled "People Buy You" and Daniel Pink's "To Sell is Human" is also a great read.

Dec 21, 2022 06:00 AM
Ed (Edward) Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

In our business of real estate, clients don't want a sales pitch so much as information and help. They reach out to us because of something they read or heard and that should be the thought when we say hello

Dec 21, 2022 06:42 AM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Grant - excellent advice!  Specifically, defending your position makes you appear weak.  Uncovering the stumbling block and helping another to realize why they respond the way they do helps them in the process.  They may not have understood why they felt like they did! 

Dec 22, 2022 09:39 AM