By reading this, you demonstrate an instinctive behavior you can understand to help your clients!
Permit me to explain...
When "selling" (even if you like to call it something else because you think "selling" is a bad word), most folks apply some type of pressure and push, even if that push may be nice, gentle and polite. After all, we are trying to get someone else to do something, right?
At the very same time, when we feel we are being sold (even if interested in the product or service), we instinctively put up a defense that may even involve some push back or obstacles, however minor. It's human nature.
So, how can you overcome this instinctive push back from a potential client?
Well, first off, learn to recognize it. Second, stop pushing. And lastly, give them room to be comfortable by pulling away appropriately.
For example, we often include in our discussions of services explicit opportunities where we grant permission for people to tell us "no." If the potential client is interested, they will keep the discussion going and are more comfortable because they know they can stop the discussion without offending anyone. If they are not interested, then we get to a "no" quick and we don't waste their time or ours. If you would like more specific examples, let me know.
This is not a trick, just better communication skills that benefit all involved. It is about space, trust and clear communications. It is typically very effective once you get the hang of it!
And this post? My headline was encouraging you to pull away or avoid.. and yet you followed. Human nature is a funny thing.
Another good post. I agree that we should not waste a potential customers time, it only makes them mad.
Interesting! I agree that it's more important today, than ever, to allow space (just like white space in a print ad), so that the consumer can come towards us.
Steven Wright~Home Real Estate~720-989-5283 (Home Real Estate) Thanks Steven, yes time is valuable for all. G
Love it love it. I posted a blog awhile back about this - something along the lines of "Of course you'll want to shop around..."
Nobody likes to be "sold." Everybody likes to be understood. By listening to a client, figuring out their needs and offering options we are more likely to get to "Yes." Great post!
Li Read at Sea to Sky Premier Properties Hi Li! I always think it interesting when someone else mentions white space. Most people don't realize the importance in that for print.. or as you suggestion conversation. Great analogy! G
I have practiced the soulful art of "selling" for many years. My Motto: Never try to fit a square peg in a round hole. If it fits, it will "fit" naturally. My job is to provide as much information as possible so my clients can make the most informed intelligent decision. Result: Happy Clients!
Jennifer Allan, Author of Sell with Soul (Sell with Soul) Hi Jennifer... very cool to get featured in the Sell with Soul Group!! Very cool! Thanks!! G
Robin Sherman, CRS, Broker Associate Robin@PensacolaForYou.com (Keller Williams) Hi Robin! You are so right... listening is a forgotten skill. Even rarer is listenin along with thinking ahead. Good stuff! G
Glenn, that's one of the things I really like about selling homes. It's an amicable sale without high pressure. You provide them with just enough information to ask you for more. It's a very comfortable give and take when done properly.
But some people just can't say no even when they need to. Happens a lot in my neck of the woods. I would rather just have them say no and be done with it then for me to have to guess it.
Selling homes in today's market can be easy, if we will just listen. We must learn to read the buyers very carefully.
I do that all the time when trying to sell to clients. Explain and show where to sign and then back off and even tell them to think about and get back with me. If they are ready they readily step up and sign. If not, no pressure and I think I am appreciated more.
Lara O'Keefe (Hunter's Creek, Melissa) (DR Horton Homes) Hi Lara, you got it... especially as you have found, "... when done properly." Very effective!
Glenn, I followed because I trust you and the content. You speak with authority and expertise. Having said that, it is exactly what good salepeople should do also. They shoudl spend the time to be experts in the area and impart that knowledge upon their clients where the decision is 2nd nature and natural and does not have to be pushed in any way.
Bo