Cut To The Chase

Cut To The Chase

 We’ve just booked Rob Redenbach to present his seminar Straight Talkin’ Teams at our Winners Circle Workshops next month. The reason we engaged Rob is that we want to encourage within our team members a culture of straight talk – ‘cutting to the chase’ – in all communication.

Salespeople who waffle confuse clients and lose business. Salespeople who waffle to their colleagues lose respect. Have you ever noticed how some people say five sentences when a ‘Yes’ or ‘No’ would have sufficed? Some people speak a lot but say little. You cannot afford to have team members like that.

Allow me if you will to teach you some words from a unique language that I call ‘Salesperson-ese’.

English question: “What have you got on today?”

Salesperson-ese answer: “Ahhhhhh”.

Translation: NOTHING!

Another English question: “You’ve been gone for three hours. Did you get the listing?”

Salesperson-ese answer: “Well, ahhhh, I developed a great relationship with them. If they list with anybody, they will list with me”.

Translation: NO!

If you don’t question such answers, you encourage your people to stay in denial. Cut to the chase: did you get the listing? Yes or no? What have you got on today? A specific result, or nothing? Let’s have it: cut to the chase.

When you ask for short, specific answers to specific questions, you and your team member can get to the real issues, without waffle disguising mediocrity. If your team member does not have any appointments today, what is he or she going to do about it?

You cannot allow the same thing to happen tomorrow, so prospect today and set confirmed appointments with qualified prospects. Tomorrow, when you ask the question, “What have you got on today?” you will get specific answers about solid appointments your salesperson booked yesterday.

Allow denial to flourish, however, and you will never know for sure whether or not your salesperson is working on activities that produce results.

In his excellent essay, Politics and the English Language, George Orwell said that politicians who do not want their constituents to understand what they (the politicians) are saying resort to flowery and confusing language. They sound like they are saying something that approximates an answer to the question asked, but in reality they don’t come close to answering the question. Orwell said that this was the ultimate in trickery.

The BBC series Yes Minister and, later, Yes, Prime Minister, ran for eight years. The whole program was about ‘spin’, convoluted language designed to confuse real issues.

This sitcom followed the ministerial career of a British cabinet minister, Jim Hacker, played by the late Paul Eddington. Every episode featured Hacker’s various struggles to formulate and enact legislation, or to effect departmental changes. All of these changes are opposed by the British Home Civil Service, in particular the Permanent Secretary, Sir Humphrey Appleby, played by Nigel Hawthorne.

Sir Humphrey is seen on the surface to be open and cooperative. What does he use to block Hacker’s changes? Language. It makes a great television show, but confusing language that hides real meaning is not what you want from your team members.

No doubt you have heard politicians or disgraced businesspeople say, “Mistakes were made”. This really means that they are distancing themselves from their own disgraceful conduct. “Mistakes were made” has an entirely different meaning to “I made a mistake“.

Even the word “mistake” is a furphy. If somebody embezzles company funds, that is theft, not a mistake. If an athlete takes steroids in order to gain a competitive advantage, that is cheating, not a mistake.

The only true mistake was being caught.

Never allow your salespeople to waffle around reality. Cut to the chase. Develop a straight talkin’ team.

Where there is clarity in communication, there can be no denial.

Recent Articles

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

There's No Marking Time

Of all sayings, I despise this the most: "If it ain't broke, don't fix it". I have heard people use this phrase as justification for n...

Money In The Bank

What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one small component of the large...

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. ...

Problem Stacking

"Every task is accomplished piece by piece, and every problem is solved one by one. 'Problem Stacking' is a sure way to get nothing done", says re...

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us