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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Let Go

When someone no longer brings out the best in you — Let go.

When someone makes you cry more and laugh less — Let go.

When someone makes you question your values more than you believe in them

— Let go.

When someone makes you feel less worthy as a person and more of a liability

— Let go.

When someone blames you more than he praises you — Let go.

When someone needs you more as a crutch than an inspiration — Let go.

When someone hinders you from being the best you can be — Let go.