Don’t Let Your Pants Burn Down Your Sales

To kill some time while on a flight to Houston, I tuned into a show on the Bravo Network that featured some high-profile realtors. I don’t usually watch very much TV, but this show caught my interest because it was focused on salespeople. In the first episode I watched, one of the real estate agents was showing a 2 million dollar property and, midway into the tour, the potential buyer (who runs a non-profit business) says “I knew it was right the minute I walked in.

At that point, my gut screamed “boom, done deal!”  My reaction was based on the following factors:

  1. My experience as a salesperson.
  2. The client’s demeanor and sincerity.
  3. The fact that no one is going to look at a 2 million dollar home and have that reaction, without having the funds to purchase it.
  4. When a house feels like a home to the potential buyer, it’s a match made in heaven! And every realtor should know that.

I was shocked when the agent–speaking directly to the camera–said that he doesn’t trust anyone, and that he’ll believe they’re interested only when they make an offer. He also made mention of the non-profit component, as if non-profit meant that they would have no capital. I get it, you don’t count the sale until the deal is done, but aren’t there times we’ve known deep down inside when it was good to go?

Even though this agent is successful and experienced, I feel he lacks instinct and knowledge. You have to trust your gut in sales and in life. When you’re in tune to that exchange of energy, you can tell if someone is legit, and whether their motive or intent is pure. That “spidey sense” gives us the ability to differentiate between genuine interest and a brush off. It enables us to be confident that a sale, a job, or even a first date, is ours.

Be willing to trust your instincts, especially if you cannot find answers elsewhere. ~ Brian Koslow

The Reveal

As the show progresses, it’s brought to our attention that this salesperson is not very honest. His pants were on fire. No wonder he doesn’t trust anyone, because he himself can’t be trusted. If a person feels a need to lie, they tend to think that other people are the same. Otherwise they have a character flaw, so they can’t be the only one, can they?

Is every potential buyer honest? No, but it’s important that you don’t assume the worst, especially in sales. You should always assume the best will happen, which enables you to act in the manner necessary to achieve sales success.

As it turns out,  the realtor in the show was completely wrong! The buyer was sincere, and ended up buying the home. She trusted her gut about how the home made her feel, and expressed that clearly when she said she “knew it was right.”

I now understand how these shows can get you hooked and they’re presenting their reality, but now I had to watch another episode (especially since I was a captive audience). Without getting into all the details of what unfolded next, what was most significant to me was that the very same agent said “I pride myself on reading people.” What?!?!??!?!

Oh–and he also exhibited more dishonesty.

It is discouraging how many people are shocked by honesty and how few by deceit.  ~ Noel Coward

In Closing

After a few episodes, it was pretty obvious that the agent was driven by the commission or the thrill of the close, rather than providing exemplary service to his clients. Rather than seeking to nurture a win-win situation, it became a battle that created tension only because someone’s ego or wallet was at stake. My overall impression of him was that old cliche of the typical used-car salesman–except that this particular real estate agent had a much better tie.

In any field of sales, this type of behavior can leave the buyer feeling bad about what should be an exciting purchase. This buyer’s remorse can prevent someone from committing, which leads to disappointment, lost sales, and any referrals that might have come down the road.

As a salesperson, you should never be focused solely on the money. To be successful, you need to focus on taking care of the client. The money will come as a byproduct of your excellent service and enthusiasm for your product.

It’s the exceptional sales professional who ensures that the prospect always has a great buying experience. And they’re most often the honest ones.

Revolve your world around the customer and more customers will revolve around you. ~ Heather Williams

© Rob Liano. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano with appropriate and specific direction to the original content.

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