Good Evening, Boys & Girls!
I'd like to talk to Professional Sales People. Not necessarily just Real Estate Sales People. Or Loan Originators. Or Title Reps.
But ALL Salespeople - well, at least those of you that have been kicking around for a little bit.
I'm assuming you do your homework. You're honest. You're ethical beyond reproach.
You fancy yourself, in front of your clients and prospective clients, as a COACH - you tell people WHAT THEY NEED TO HEAR, rather than WHAT THEY WANT TO HEAR.
Increasingly, however, no matter what you sell today - in today's economy - what you tell prospective clients, and even repeat clients, is more what you feel they NEED to hear, but exactly what they DON'T WANT TO HEAR.
Do you know what I'm talking about? Good, thought so!
Things like, "In today's Real Estate Market, you'll have to price considerably lower than you may have thought," or
"With uncertainty of the cost of living down the road, you might want to consider more life insurance," or
"This financial plan offers risks, but, at your age, long-term goals, and level of tolerance, I might take that risk today."
You knew, before the meeting ever began, there were risks to being candid. A wimp might say the right words - the words the client would like to hear - and get the business quickly. You know -
"We can always try that higher price," or "Let's start with a small policy - we can always add on later," or "let's put your money 95% - safely - in the money market fund," and so on.
And - you would have gotten the business, but not necessarily given your prospective or repeat client the best advice.
So you take the high road, and opt for honesty, truth, integrity.
You might even further state that if they decide not to take your advice, and elect to go with someone else, to at least consult with you first before they make their final decision.
And, often, what's the prospective client's reply -
The dreaded, "We'll think about what you said call you tomorrow!"
Ooooh - the pain!
Because you know damn well that's the last time you'll likely hear from these people again!
And you might have lost their business - simply by doing your job. Simply by telling the truth.
Perhaps I'm off target. Perhaps folks REALLY DO NEED to think things over. Perhaps they REALLY WILL call you the next morning.
But, folks, I've been a Real Estate Consultant for 15 years.
That's happened maybe HALF A DOZEN TIMES, out of literally HUNDREDS of opportunities!
So, Sales Pros - what do you do? CLOSE 'EM HARD? RETRENCH AND COMPROMISE? WALK AWAY?
Things may be especially bitter if you find the call they make the next morning is to THE OTHER GUY (or LADY). And THEY get the business - because they were willing to cave!
Folks, I'm not looking so much for an "AT A BOY" or "YOU DID THE RIGHT THING" here. Just a reality check - for today's market - do you do what it takes to get a toe in the door, and work to massage the relationship later?
If not - and you stay hard and fast to principal at all times - are you walking away from potentially good business - that prospective client now, and his or her future referrals down the road.
We would really like to know! Please share!
DEAN & DEAN'S TEAM CHICAGO
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