Over time we develop subconscious thoughts and feelings based on negative experiences we have had. As the market tightens and builders are forced to scale back their companies, the emphasis is placed more on the skills of the leaders driving the company.
If you were able to ride the success train solely based on shifting economies and positive times, then right now you would be facing some cold realities. To the leaders pointing the finger and blaming other people, this will only get you so far as, in time, people will call you out on your bull!
Therefore, if you were expecting to lead a sales team to success it wouldn’t hurt to learn a unique set of skills in accountability – this starts with your personal growth.
Sales have for a long period of time has been marked by an image of a slick car salesman, with no short of a kilo of hair gel and a slimy smile – the kind of guy your family warns you about when they tell you to “never sign anything.” But the truth was, a good salesperson was a facilitator in understanding your needs, starting with:
- What you had now
- Your motivation behind wanting to alter what you had now
You were skilfully meeting a need….
Whilst nobody tries brain surgery, it appears that many people try sales. But, do the good ones?
If you were to perfect an art, career or skillset, you needed to completely immerse yourself in it. Understanding the psychology behind people’s purchasing motivations was step one.
- How often do you ask people to SIGN something?
Did you know that SIGN is a fear producing word?
- How about CONTRACT?
How many stories have you heard about a time someone SIGNED a CONTRACT and was royally screwed over? It is laced with commitment, which scares most of us nowadays. Let alone a generation which literally fears it!
- How many times have you asked for a DEPOSIT?
Another word that draws on a society of commitment-phobes. If you don’t believe me, ask yourself, what is the first image that comes to mind?
Is it the greasy car salesman with no sincerity, that brags to his peers about his sales quota?
Well, you weren’t alone.
Point being, insincerely helping people meet a need with a product of yours, which you genuinely believed would help them, you needed to separate yourself from the pack.
Put yourself out in front of your competitors with authenticity and care for your customers.
Ever heard the phrase “you don’t have to be right to be rich?”
No? Well, it’s suggestive that you should shift your ego out of the way, to help obtain a result. As the industry became more competitive, how exactly were you different? Were you better?
So, what words should you use?
Try the following:
- Instead of a deposit, try initial investment
- Swap Contract, for paperwork
- And rather than getting people to sign something, get their authorisation
In a $165 billion-dollar industry (in Australia alone), mastering the basic fundamentals is what breeds success – these are and should be, a part of your success backpack.
If you think you can afford to skip over these, what may be considered small and perhaps insignificant items in your sales process, then I challenge you to try them for a month, even a week, to test out the results. Because despite presenting knowledge, the reality is only a small percentage apply these skills. But in this market, can you afford to?
Written by Tamika Smith
Founding Director – TSR Property Solutions
Founder & Executive Chair – Top 100 Women