Think about it. Here is a really good salesperson selling widgets. He has a few years experience. He has a mountain of product knowledge. He is polite. He is prompt. He returns 100% of his phone calls promptly. He is honest. He has a great sense of humor. He is the kind of salesperson that you would want to do business with.
He is so different from that salesperson you bought your last wadget from. He was late for his appointment with you. He talked all the time. He rarely returned your phone call promptly. You were in doubt about his honesty.
Here is a little something that you may not know. Most really good salespeople "size up" a customer when they first meet them. They do this by asking questions. They quickly determine the customers needs and financial ability. Here is a link if you do not understand how critically important this is to the customer and the salesperson. http://ronclimer.blogspot.com/2011/04/when-in-doubt-blow-em-out.html
If a good salesperson determines that you are not ready, willing and able to buy, he will say good bye. This salesperson is not being rude or mean. He is not mad. He just wants to to get away from someone that is not ready to buy so he can get together with someone that is ready to buy. Time is finite.
What does that mean to you, Mr. Customer? It means that you need to let your salesperson know that you are ready, willing and able to buy now. You will get better treatment from salespeople.
For reasons that I can not understand, many buyers want to conceal their buying urgency and ability from a salesperson. For instance, You notice that your transmission is starting to slip in your ten year old car. Then, your air conditioner stops working. It is time to buy a new car.
You and your spouse are off to the car dealer. You meet the car salesperson. He says," Hello,are you folks here to buy a car?". "Oh No, we are just here to look.", you reply. What is with the vague ambiguous answer? Tell him the truth. "Yes, we are here to buy a car and we hope to drive it home today. We have $5000 and our old car as a down payment. We would be delighted to talk with your finance person". Isn't that a better answer? It is the truth. That is the best answer. That salesperson will treat you differently.
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If you lie to your salesperson, she only has incorrect information from which to make a decision. If she is a busy, knowledgeable, motivated, polite, prompt, honest, salesperson , she will say good bye to Mr. and Mrs. Looker so she will be available to spend time with Mr. and Mrs. Ready Willing and Able. Can you blame her? You told her you were here to look. You did not tell her you were here to buy. My point is: Tell your salesperson that you are here to buy. If you don't, don't be mad when you are treated like second class citizens, lookers.
Have you noticed that most really good salespeople are polite and pleasant? You should be polite and pleasant. A good salesperson with plenty of customers will quickly say good bye to rude, obnoxious customers.
Do not ask your salesperson to guess about your financial ability. There is no shame in requiring financing to buy a $100,000 airplane. If a good salesperson is in doubt about your financial ability, he will soon say good bye. Do not expect extraordinary performance from a salesperson that is in doubt about your financial ability to buy.
If you want to meet an extraordinary salesperson, be an extraordinary customer.
Let the salesperson know that you are ready to buy. Let the salesperson know that you can make a decision. Let the salesperson know that you have the financial ability. If you do these things, you will find yourself dealing with better salespeople.
If you have questions, leave me a comment here. If you have customers that are vague and ambiguous with their answers, send them a link to this article. If you are interested in becoming a real estate salesperson in Hendersonville, North Carolina, contact me at www.firstrealestateschool.com
What a great article. I see the same issue with people studying for the state exam. They study ineffectively (i.e. look mindlessly at the book), then they say, "But I studied for a million hours."
ReplyDeleteHere's another thing about productivity and prospects ... keep track of what you are doing and keep track of what works. If you write down your activity and how well it works, then it's harder to lie to yourself later. Sort of like when you keep track of your diet or exercise. You "remember" that you ate so healthy every day last week. Then you look at your list and realize you ate ice cream for dinner twice.