Manipu-lation is OUT Re-lation is IN!

February 17, 2012 by Shirleen Von Hoffmann Leave a reply »

When I hear some of the sales tactics used in old school thinking I laugh to myself wondering why don’t people get that sales is all about relationships not about manipulation.  It’s so easy when you think of you and how you like to be treated when you are out purchasing something you really want.

What kind of Sales Person are you attracted to?

I will bet money it’s not the kind that gets in your face, blasting you with questions about the buy…you know those car sales types that you want to run away from.

No, a nice, friendly, easy approach, gently building a relationship, by asking what’s important to me and filling it in with some rapport building is what I prefer.  I also like someone who knows their stuff and can HELP ME get what I want, in the quickest manner.  I look for professionals who know their stuff in every aspect of my life, because I don’t have time to waste with people who don’t.

I have a financial planner.  The reason I like him is because we have a great relationship first.  He puts me first and calls me to let me know things I don’t know about. He calls me when I don’t ask him to call me.  I feel confident in his ability and knowledge, he is smart as he can be.  I don’t have the time or knowledge to know what he knows about the market so I have him in my corner taking care of my retirement money.  I know he is great at what he does, he constantly builds value by being interested in me and my needs, my statement proves he does a good job, so we have a trusted relationship that I don’t question, for life.

I have a vet who I feel the same about…

I have a banker who I feel the same about…

A hairdresser I feel the same about…

A dentist I feel the same about, the list goes on.

Here is the definition of relationships…re·la·tion·ship

  • a connection, association, or involvement.
  • connection between persons by blood or marriage
  • an emotional or other connection between people: the relationship between teachers and students.

Be an emotional connection for your clients.  Be the first person they think of when they think of real estate.  Be that trusted Advisor that they go to and the sale will be yours everytime! Not only will the sales be yours this time but you will have a client for life, if you nurture the the relationship over time.

Happy Sales

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6 Responses

  1. Perfectly put! I just talked to my team about this very thing at our sales meeting today….

  2. I love it. I’ve always believed that creating a meaningful relationship first was the key to real estate sales! My sales trainer oh so my years ago, Steve Wolpin, was great at teaching me to establish trust, need and want! It’s what makes me a true NEW home expert.

  3. I know Steve…he is at K. Hovnanian now leading the So Cal Sales Team! I hear he is good at what he does…thanks for your comments David. Continued Success!

  4. Well done, I think you could not have picked a more perfect topic for your sales meeting. It’s so very true! Thanks for your comments Tamara!

  5. So good to read this! Truly, this is something I’ve believed for years and is still very much needing to be said.

  6. Julia,

    So glad you enjoyed my comments and agree. Thanks for your response.

    Happy Sales!

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