Hard Truths

hard_truths

CLIENT CARE – for many salespeople these are words they use often, but as we know actions speak louder than words.

Over and above service, client care means giving clients the right advice, whether or not it is in your best interests to do so. It means telling the truth to clients at all times, never ‘gilding the lily’ – distorting the truth or omitting certain elements of the truth in order to persuade.

Telling the truth means telling the whole truth. This includes the hard truths.

Salespeople often forget this.

Many prefer to tell only the ‘happy truths’: “The buyers liked the property” or “The buyers thought the décor was lovely”; etc. But many often avoid the hard truths – “The buyers thought the property was too small for the price”, or “The buyers felt the property was $25,000 overpriced”.

If sellers’ properties are overpriced, they need to know it. In real time, as you receive the feedback from buyers.

They need this information so that, over time, they arrive at the understanding of how much their properties are worth in the current market. Without facts they cannot make intelligent decisions.

The reason that salespeople avoid delivering hard truths to sellers is that some salespeople don’t want to risk the sellers’ displeasure. It’s that old chestnut fear of rejection.

Image if surgeons felt the same way – too scared to tell patients that radical surgery was the only option. Surgeons like this would do more harm than good.

The Whole Truth

Likewise, salespeople who are too scared to tell clients the whole truth, including the hard truths, do more harm than good. Clients expect us to communicate every aspect of their sale to them. If buyers aren’t positive, the clients need to know. If their properties are overpriced, sellers need to know. If the property needs to come down in price in order to sell, the clients need to know.

You do clients no favours by shielding them from the hard truths.

But this is not what is happening: salespeople aren’t shielding their clients from the hard truths; they shield THEMSELVES from perceived client displeasure.

Fact: if you are a ‘people pleaser’ you will not make it in sales. These people avoid any chance of conflict by only telling others what they want to hear.

I call these people “Nice guy, buts’.

“He’s a nice guy, but I listed with the other agent because I think she can sell my house”. You know the type.

Be diplomatic, watch the words you use, but tell the whole truth. Tell the hard truths.

For people of integrity, there can be no other way.

Recent Articles

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

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