Relationship, Or No Sale

relationshipsWe hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:

WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?

There is a saying that says, “All things being equal, people will do business with people they like and trust. All things being not quite so equal, people will still do business with people they like and trust.

I truly believe that many salespeople glaze over when they hear the word “trust”. I have heard many remark that people are not as trusting as they used to be. Perhaps this is possible in the country, but not the city they say.

The fact is, most people want to trust others. This is their default position. Make them feel good about you when you present and they will reward you with their business. But that’s only half the battle.

Trust is fragile. One slip of the tongue, one phone call not returned, one promise not delivered, even a minor promise broken, and trust degrades.

All too often we have seen salespeople do a great job at the listing presentation, only to allow the relationship to deteriorate through poor follow-up and communication. We have seen sellers bog down and refuse to reduce, we have seen good offers rejected, and all because the lister failed to develop a good trusting relationshipwith his or her clients.

Many salespeople think buyers have short memories. They treat buyers abominably and wonder why they list with another agent with it comes time to sell. They forgot that no relationship means no sale.

Time spent looking after clients and relationship building is a great investment. Don’t focus on the sale, first focus on looking after your clients, showing that you want to do your best for them. The results will come.

Often, what we mean when we talk about Customer Service is nothing more than a combination of common sense and good manners. We all know “The Golden Rule” – “Do unto others… etc.” Paraphrased is means “Treat others as you would like to be treated“.

Allison Mooney, in her book Pressing the Right Buttons – people skills for business success, said:

“The Biblical saying, ‘Do unto other as you would have them do unto you’ only works in the playground, and in terms of manners, thoughtfulness and general courtesies. A better guideline is not ‘Treat others the way you want to be treated’, but…

“Treat them how THEY want you to treat them”.

Wise words.

Find out what people want and help them get it. Build meaningful, trusting relationships with every client and make more sales.

With a little care, it really is that simple.

Recent Articles

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people are saying that a new player in the Australian market,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

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