It’s All About Relationships in Sales

Team Spirit

When training my team of Property Specialists, I cannot emphasize enough how sales is really about relationships. After all, we are selling to PEOPLE – human beings who have emotions, who go through various life experiences, and who, at the point of being “offered” an investment property, may or may not be at the right place at the right time.

Of course, at the end of the month, the bottom-line always matters. But how do we reach our sales targets while growing in the business of sales?

We develop meaningful relationships with people.

It always starts with genuinely liking people. If we don’t, it will show. We need to learn to have compassion and show kindness, especially when our well-prepared sales pitch and fliers are rejected time and time again. Smile at the face of rejection. Easier said than done, you say. Well, it takes practice – lots of practice.

Before we can even make our “first sales move” or the presentation, a potential client will need to like us. Yes, you read it right. They need to first like us. So we need to exert some effort at being likeable. How do we do this?

Show genuine friendliness. It is often said that it is almost cliché-ish , that the eyes are the window of the soul. I could spot unfriendly, suspicious or malicious eyes a mile away. So can a potential client. So character is key. If we or others begin to notice that we are more ungrateful, more judgmental, more critical of others, more envious, then it’s time for deep self-reflection and change. One cannot fake a genuine smile that begins with the eyes. We cannot give what we do not have.

How else can we make potential clients get to like us?

Look smart and be smart. Let’s face it, people are attracted to good looks. It’s not fair but it is what it is. People are also attracted to well-groomed sales people. This does not mean that women need to wear micro mini skirts and plunging necklines. Sure, this catches a lot of attention, but mostly the wrong attention. It also screams cheap and unprofessional.

Be smart simply means that you know what you’re selling and can present it in the most interesting yet faithful manner, and hopefully in the least amount of time.

Next, a potential client needs to trust us – trust us enough to give us their time and, perhaps, make that investment with us.

They learn to trust us after they like us. It’s not the other way around.

They learn to trust us when we listen to them first. When we ask them the right questions about themselves and not talk about the project yet.

They learn to trust us when they see in our eyes and body language that we truly care about what they are saying, that they have our full attention (put your phone down and stop looking at it) and do not have an agenda. Remember, they already know that we are sales people. Of course they know that we would like to make a sale. Just listen first.

They learn to trust us when we are finally able to identify their “pain” and are able to address it and offer a solution to it.

These are but a few important aspects of developing meaningful relationships in the sales business, but once applied, will turn clients into friends that could last a lifetime.

Believe me, it happened to me.

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Some people are worth letting go of…

Letting Go Quote

I came across this quote and realized how much this applies to me.

I care about people — my family, relatives, friends, co-workers — especially when much time is spent together, whether at work or at leisurely activities — and especially when life is shared. Sometimes I think I care too much.

Being a very imperfect person, it is not too difficult for me to forgive others their flaws. On the other hand, breach of trust is an issue that is very challenging for me to forgive.

So when relationships have to end (this is excluding my husband and immediate family) — when the time comes where I need to let go of people, no matter the closeness developed — I am deeply hurt. It takes a while for me to recover, often times spiraling down into depression — until I finally realize that I don’t need to keep this person who has deeply offended me in my life.

I am sure they hardly spare a thought for me — so it’s best that I also stop thinking of them and move on. However, our memories don’t simply forget. It is inevitable for us to remember the people, the circumstances, and the feelings associated with them. The point is to let go every time — EVERY TIME.

Like anything that involves our growth and development as a person, it is a process. And I want to celebrate each success — each time I am able to let go of a person I don’t need in my life — every person who just pulls me down. They are not worth it. They are not worth the pain I suffered — so it won’t happen again.

Letting go of people will also open up more space in my heart to let other people in. Love doesn’t stop. Caring doesn’t stop. I just need to learn to discern better.

 

Friendships Always Matter

Friendships

Whether one is suffering from depression or not, friendships — true friendships —  always matter and are a source of support, whether they know about one’s mental illness or not.

I find myself actually “forgetting” or leaving behind my feelings of depression for a while  whenever I am able to “force” myself to get out of the house to accept some meal or get-together invitations. After such events, I find myself feeling somewhat elated and am thankful for being able to accomplish it — it does feel like an accomplishment — a small step forward.

My introversion does make me feel drained after being surrounded for hours by people other than my friends, but that’s par for the course.

It makes me smile reviewing all my photos on Facebook, and this particular photo, taken by my husband two Christmases ago made me want to blog about it. This was a “staged” photo, guided by our friend on the rightmost side, who was into advertising a few years ago. He asked us if we noticed how most print ads show people with “open-mouthed” smiles. We then realized it was true.

So while having that Christmas meal 2 years ago, we tried to make our own “print ad”. We tried so hard not to laugh while the camera was on a 10-second timer. Being a print ad model was harder than we thought!

The people in this photo (save for my husband and me) have been our friends for many years. They all always be friends we will treasure.

Hope you find yourselves with true friendships that will stand the tests of time, like we did.