Sometimes You Can Be “Too Good” At Sales

Wendy Rulnick — Tue, 24 Aug 2010 19:30:32 +0000

I got “sold” by a good salesman the other day. Yep, buying a pair of sneakers. It was at a fancy outlet mall, and a big national brand. I tried on the sneaks, and they felt a little uncomfortable. The salesman, quite personable, said “You’ll get used to them” and that they were the “best sneakers he ever wore”…. He seemed knowledgeable about shoe construction and foot mechanics. So, with a little knot of hesitation, I took his word for it and bought the sneakers.

Wrong! They hurt. After a few days of attempting to wear them, they would not even fit. The salesman was just TOO good. He had “sold” me– I didn’t buy. Now I won’t go back to that store again nor ever buy a pair of that brand shoes.

What does this mean to the real estate salesman? Sometimes you can be TOO GOOD at “selling” – what people don’t want.

Some examples of being “too good” when selling to a buyer?

Convincing them it’s the “house for them”, even though they might barely qualify for the mortgage.

Commenting that “the home just needs a little work” to make it perfect, when they aren’t handy.

Saying they’ll “get used to the commute”, even though they complain about gas prices.

Telling them “It’s a great buy!” despite knowing they don’t love the home.

Now everyone normally has some minor objections when they are making a buying decision. It’s part of the customer’s “gut check” process and we all do it. But when you KNOW you are “selling” versus helping them overcome their own objections, you’re headed for disaster.

In the end, what is the outcome? Deals fall through. That’s right. The buyers really didn’t want the home. They found an out. It might be the home inspection. It might be their mortgage qualifications suddenly change. Or they might walk. You see, they didn’t choose to make the purchase, the salesperson pushed them.

The same thing can happen with sellers who don’t really want to sell. They list high. They don’t cooperate. They default, too. The salesman was just too good and “sold” them on listing.

So if you are suave, charming and have a silver tongue, keep it in check. Listen to the customer. Don’t sell them what they don’t want. You may make less “sales”, but will certainly have more “closings”.

It’s Wendy!

Wendy Rulnick, Broker, Rulnick Realty, Inc.

Call 850-259-0422

Email Wendy: itswendy@rulnickrealty.com

Destin FL Real Estate

Destin Short Sales & Pre Foreclosure Help.

Read Wendy’s Destin Real Estate Blog

The post Sometimes You Can Be “Too Good” At Sales first appeared on Rulnick Realty.

Do You Really LIKE People?

Wendy Rulnick — Mon, 02 Aug 2010 00:17:39 +0000

If you are selling real estate, or anything for that matter, one of the keys to success is liking people. Well, it’s more than just “liking” — it’s being “interested” and “curious”. I am not talking about faking it. We’ve all dealt with these salespeople before. They say the perfunctory “Hello”, then cannot wait to get to the close and get you out the door. If you really “like” people, they can tell.

It’s important to show others we are sincerely interested in them. That engenders trust and it’s just a good thing.

Here are “like” questions:

1. Do you ask how they are? Or just start talking?

2. Do you know what they do for work? People are usually proud of what they do.

3. Did you hear a bird or a funny noise in the background on the phone, and ask “What is that?”. What a great opportunity to open someone up.

4. Do you hear their voice croaking and ask if they are feeling ok? Or did you go into your script?

5. If they said were going on a trip, did you even ask about their vacation, or just say “When will you be back”?

6. Do you know WHY they want a big yard? Do they garden? Or did you just add it to the list?

7. Do they have kids, how old?

8. What do they do for fun?

9. You saw the sports memorabilia in their office, did you razz them about their team?

10. Why are they moving out of state, is it for family or the weather? That’s nice.

Do you get the picture? People like dealing with people who like them, who are real. They can spot phony. If you’re an introvert or extrovert, it doesn’t matter. Liking people is what matters. Give “curious” a try, warm up and open up, too. Enjoy.