This applies to any market conditions, not just the current market.
Next time you are working to assist with the sale of a property or convince someone to list with you or even do you a favor, keep in mind... No One Wants to Be Sold Something.
Think about the last time someone was in "selling mode" around you. Even if you made the purchase, did you enjoy it? Did you want to go back? I typically don't.
Maybe they were just "selling" themselves. Maybe it was property or a car or even something over the phone from a cold call. Still, "selling" is about pushing and few of us (or our clients) enjoy being pushed.
But.... Most Everyone Likes to Buy. And maybe we appreciate help in our buying process. Often professional help is just the thing to help us make a decision we will appreciate and want to come back and buy again from the same person or place.
For instance, has anyone ever heard a client or prospective client say something like, "I told my husband this morning, let's go out and so someone can sell us a house today." No? Never?
But more likely, you hear people explain why they are considering a purchase or have decided to make a purchase. If you LISTEN and ask more questions, you can help them. Work to be a trusted adviser.
If the property you represent is not the place but you are not a "sales mode freak," they are more likely to call back later to purchase or ask your help with another place. Not always, but it will certainly be more successful than push, push, push.
Even in the current market, stalled in many areas of the country, property is being bought. Are you a part of these deals? If not, why? Someone is? Remember, the market is slow, not stopped.
Much of the property being bought right now is purchased by the most savvy that see right through a sales pitch anyway. Many of these buyers understand this is the time to buy and are pouncing on deals... but only the right deals.
And if you behave like a trustworthy adviser and not a salesperson, you have a better chance to be well thought of in the future by these smart clients. These are the clients you want! And if done right, some of these savy clients may become your clients... but only in their time. You can't push that.
But you can be helpful, professional and focused on the client more than sales. Do that and in any market, property will be bought. And you can help make that happen for everyone's benefit!
I have a product I am about to buy, and the owner called me up to review the features and basically "close" me. I was already "closed" but decided to put off the purchase a couple days because I don't enjoy being sold like that.
This is so tue. When I first got started in this business I took the word "salesperson" literally. The more I tried to sell people the more they resited. If you come off as an advisor, a business person, and a professional...they will come to you. You cant force a listing or a sale on anyone these days.
You can lead a horse to water- but you can't make it drink. I truly believe that nobody gets sold anything... We buy, because we want to. It takes a decent sales-person to observe the "buying" signs and not to blow the sale.
Glenn, another great post. Glad to see you back. It seems like it has been ahwile. Everyone wants to be in control of theri decisions. The trick is how to finesse the situation so that they feel as if they are in control. Throughout the processit should seem effortless and natural.
Thanks
Bo
Aint that the truth, I hate to be "sold" something, you are right, I like to feel like the sales person, although I know they are going to make a money off my purchase, is someone who is leading me in the right direction
Like most people I dont like to be sold either, I like to make my own decision--Bart
Glenn, you said it well! "If you LISTEN and ask more questions, you can help them. Work to be a trusted adviser." Listening and questioning helps a client reach a decision on their own, without pressure. They sell themselves on the idea when they are offered the opportunity to talk it through.
Favor please? As a home stager, I would like to see this post on the group "Stage it Forward". Your advice is right on the money, in any sales capacity, and stagers are still breaking new ground in many areas.
Michael Byrne (Gateway Funding Diversified Mortgage Services) Michael, great point I missed.... people can get stuck on selling so hard they don't even see a sale... they just keep going and can easily damage a deal. Thanks! G
Paul Murskov - NJ Real Estate {Probate,Foreclosure,Bank/Short Sales} (C21 Charles Smith Agency, Inc.) Paul, your candor is a great reminder for all of us! Glad you figured it out. Not everyone does. Thanks! G
Mott Kornicki • Real Estate In Miami (SIB REALTY, LLC) Mott, you make a great point we all need to remember every day, "Don't blow the sale" through our own actions! G
Bo Hussung/ Title services in all 50 states (Cogent Closing Associates) Hey Bo! Thanks... we've been busy here and that is not a complaint! And you nailed it... work together and the answers are usually better! G
Konnie MAC Northern Virginia Real Estate (Konnie McKee ) Konnie, yes, we just want help to go in the right direction, where "right" is what is best for us, not the vendor! Great point! G
BART WHITMORE REAL ESTATE CONSULTANT (THE REALTY MARKETPLACE) Hi Bart! Yes, we like to make our own decisions yet so many want to do that for us.... and then wonder why they struggle. Go Figure. G
BART WHITMORE REAL ESTATE CONSULTANT (THE REALTY MARKETPLACE) Hi Bart! Yes, we like to make our own decisions yet so many want to do that for us.... and then wonder why they struggle. Go Figure. G
Leah J. Armstrong Home Staging Port Moody B.C. (House to Home ReDesigns Vancouver Canada) Hi Leah, thanks for the post. Did you know you can "reblog" my post and add your own comments with it for other groups? Like home stagers, RealSource is breaking new ground by doing something in a different way. That creates advantages but challenges too. It takes time for people to not think in terms of "that is not how we have always done it." But the car, the plane, the phone were all "new" and someone impractical things at one time. Over time, habits and mindsets change. Thanks !
Hi Glenn - this is great stuff! I know a few really pushy agents and it amazes me how they manage to have any business with those tactics.
Thanks for the information. You're right, people don't like a "hard sale." I think we are all looking for the best approach to working with people and that is best learned by listening to people as we are working with them. If we listen carefully they will tell us what we need to know.
Excellent points. I liked the comments of Paul above - "The harder I pushed, the harder they resisted". Nobody wants to feel pushed into a decision, especially one as big as a home purchase or sale.
Indeed we all like to buy. As a trusted advisor you will need to guide your clients towards a good decision for them. It has to be what is best for them at that moment. If we try to sell them something then we are doing them a terrible disservice.
Best,
Scott