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

Where Are You Taking Your Company

As the owner of a real estate business, you are its leader. Real estate agency profit consultant, Gary Pittard, suggests that, as the leader, you sh...

Wealthy and Well Adjusted

An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month on Pittard's streami...

That Elusive Thing Called Motivation

Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property selle...

Numbers and Ratios: A Glimpse of the Future

It doesn't take a genius to figure out when a salesperson is in a performance slump, although many leaders don't appear to notice until the salesperso...

Sack Your Dilberts

While the cartoon series, Dilbert, might be funny, real estate agency profit consultant, Gary Pittard, says that in real life, Dilberts can be anyth...

The Committee in Your Head

You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells....

A Profound Connection

To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author ...

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...

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