by Joe Meyer
I read so much garbage about NOT being a salesperson, but be a consultant. Don’t sell, merely explain. Selling is for dinosaurs, today you just need to be a social media darling. Well, I have news for you…
I’m proud of being a salesperson and have been for 35 years! Today, with blogs, Facebook, web pages, etc. we have no shortage of people who like to think themselves as professional trainers, motivators and speakers. Bah Humbug! I and some of my peers have worked very, very hard at becoming successful, nationally recognized sales trainers. Many of us have addressed thousands of audiences, spoken at the NAR annual conference twenty times or more plus hundreds of WCR events, State Realtor conventions, local boards and many companies. We are proud of having achieved so much as salespeople and now as professionalo sales trainers. The key word being “SALES”. Yet, I read so much garbage about NOT being a salesperson, but be a consultant. Don’t sell, merely explain. Selling is for dinosaurs, today you just need to be a social media darling.
Well, I have news for you. Apparently you don’t understand the sales process or sales psychology at all. The only reason you would make these statemens is because you think that salesmanship is all about pitches, lies and manipulation! I got news for you. That is not being a professional salesperson; that is being a con artist. A true salesperson develops rapport, asseses the needs of the prospect and then proposes a solution that is right for them. Sometimes, the prospect doesn’t always see the benefit right away and delivers concerns or objections. A real salesperson gives analogies to help the prospect understand that their concern or objections might not be valid. Does a real salesperson “close”? Well, if you consider helping people to make a decision that they will benefit from “closing”, then I guess we close.
I’ve always considered selling as synomonous with helping. I look at selling as something we do FOR people and not TO people! As a real estate agent, I “SOLD” many people on listing with me and they thanked me for my efforts and results. I’ve “SOLD” many buyers a home, where they found family happiness and a vast increase in value appreciation. As a sales trainer I’ve helped hundreds of thousands of salespeople achieve greater success, financial peace of mind for their family and a better lifestyle by “SELLING” them my ideas. Am I proud of being a salesperson? You bet I am, because of all the people I’ve helped. In fact, I’m so proud, that I will always keep the words sales, selling and sold in my vocabulary.
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