Happiness Is Relative

happiness_relative

‘There’s an old saying that “one man’s gain must be another man’s loss.” Many people take that old adage for granted as the whole truth. And yet, it is totally false. Why? Because happiness is relative. And what pleases one person is not necessarily going to please the next person. This means that two individuals – with different values – can arrange an exchange between them that will satisfy both of them. Neither has to triumph over the other one. Both can gain.’

The Secret of Selling Anything
by Harry Browne

Negotiators would do well to remember this quote from Harry Browne’s excellent book.

What makes me happy may not make you happy. It is knowledge of the relative nature of happiness that enables us to facilitate negotiations where everybody leaves the table satisfied.

Too often, salespeople try and second-guess their clients. Salespeople who think they ‘know’ what their clients want and present based on an erroneous viewpoint, only to lose a sale.

The fact is we don’t always know what clients want, will accept, and be delighted with, unless we ask plenty of questions and develop, over time, an understanding of what will make those clients happy.

Many salespeople will not invest that time and will not ask enough good questions to enable them to determine what it will take to put this negotiation together.

Wrong Path

False assumptions can easily send you down the wrong path. I am not saying that you should not make assumptions. I don’t abide by the saying “Never assume – it makes an ass of you and me.”

It is permissible to make assumptions in a negotiation as long as you test those assumptions by questioning to determine if they are valid and correct. 

Many years ago we listed a property that had too many tenants for its size. Under today’s building codes this would not have been allowed. I conducted a buyer inspection and all was going well. We weaved our way through the various rooms, but then we came to the kitchen. I ushered the buyers in… at the precise moment when a tenant slammed a meat cleaver through a chicken’s neck, beheading it in one stroke. The room looked like a crime scene.

Of course, the tenant did not bat an eyelid, but I assure you the buyers did.

Without skipping a beat I said to the buyers, I don’t think this is the property for you. They agreed. We quickly left.

Not long after that inspection the property sold. It sold for several reasons:

  • The purchasers were prepared to do a little work
  • The purchasers intended tiling the kitchen, and so the blood-soaked timber was going to be covered
  • And above all, the property was priced correctly for its present condition and for the current market

Many people, including agents, described this property as a ‘dog box’. But the dog box sold to buyers who were delighted with their purchase. OK, and they had a bit of imagination too, but they were very happy.

So before you create objections for yourself by thinking that a property is terrible and will never sell, or that you know what your clients want and then present based on false assumptions, or that the clients will never accept the proposal you are about to make, remember that happiness is relative.

Allow for the fact that you might not know them as well as you think you do, that what makes you happy is not necessarily what will make them happy.

Ask the right questions. Find out what their version of ‘happy’ is, and then talk yourself into a sale, not out of one.

Recent Articles

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Unattractive Company

One of the top three greatest real estate excuses of all time is: "You can't find good people!" In this leadership session, real estate agency profi...

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they'd do it, how they said they'd do it. People of integrity ...

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session...

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...

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