Like it or not, Sales is an emotional game. When we present we appeal to our clients’ emotions. They make decisions emotionally, not logically.
Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’ and in these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared. This includes mental preparation.
If you aren’t on your game mentally, you may say the words you normally use at listing presentations, but your delivery will let you down.
If you had an argument with your spouse before you left for work and it is still in your head, you won’t present at your best. Don’t take domestic arguments to work. Apologise even if you don’t feel you were in the wrong. Learn from it, forget about it, and get to work. Game on!
Have you ever been in a performance slump and tried to get a listing? Nothing seems to go right. Why? Because desperation is written all over you. You might present in a too zealous fashion – coming across as too eager – or talk too much, not listen enough, and not target your presentation to suit the clients you are with. And so they will say, “We want to think it over” and then list with somebody else. Desperate salespeople don’t make good presenters.
Presenting to a couple
Sometimes we can forget that we are presenting to a couple. Males direct the bulk of their presentation to the male; females to the female. This almost guarantees alienating the other half of the couple.
If we are ‘on a roll’ – at the top of our game – we can, if we are not careful, come across as cocky. If we are tired, we can be perceived as unenthusiastic.
Self-control is vital for all presenters. The listing presentation is ‘game on’. When you present, do your best to think about the people to whom you are presenting. Match your presentation style to the type of people they are. Appeal to emotions.
And above all, focus. Be with the clients, find out what they want and determine how you can help them. Demonstrate that you are competent and that you care.
The listing presentation is ‘Game on’. Play the game with your heart and soul.