Page 6 - NBIZ June2021

WHEN TENANTS LOOK TO
My first successful house sale came because the
realtor promised to meet the client at a designated time
and failed to show up. This realtor also failed to answer
her phone when called. The buyer, now my client, called
me and I showed up within a few hours to show the
property. Then, we engaged in a longer-term relationship
and she and her husband bought another property.
Sometimes in the state of being busy, one fails to
honor one’s promises. The promise slips off one’s daily
plate. A day or so later, one may notice it. Now, one
must decide to have the courage to call up the customer
and tell him or her the truth. Yes, this is not an easy
task because no one wants to admit failure. However,
admitting to failure may begin to rebuild that lost trust.
For example, as I was writing this article, I received
a phone call from a new lead. She started asking about
a specific property that I had listed. I informed her
the property was pending, and then, she just started
talking. During our hour conversation, I learned a lot
about her. When we ended the conversation, she shared
FOR
SUCCESSFUL
SALES
INDIVIDUALS,
he/she has learned
how to balance his/her
time with customers
against one’s own
productivity time.
They have learned
how to say no and, often,
that means firing the
sales lead or client.
6 NBIZ ■ June 2021
that she had changed her attitude and was no longer
angry about her situation. Yes, she did not buy or list a YOU, LOOK TO COTTON GDS
property with me, however, if and when she does decide
to sell her property, I am fairly convinced she will call me.
Additionally, when given the opportunity, I am sure she
will make a referral for me and my services.
Zig Ziglar said, “Sales is the transference of feelings.” HURRICANE SEASON CAN BE CHALLENGING, BUT YOU’RE
Returning to the acronym “CLEAR”, emotions are
feelings. Even during super busy times, it is important to NOT ALONE. WHILE YOU HELP YOUR TENANTS, LET
stop and listen. Even though people have many important
tasks to undertake, one must stop and note what's around COTTON GLOBAL DISASTER SOLUTIONS HANDLE
or even just listen to another person. The conversation
may not end up in "a sale", but it is important that one has POST STORM CLEANUP AND RESTORATION.
helped another human, and by doing this, transferred
trust and care to the client. What is important is having
helped another human and by transferring those feelings,
one has shown care. President Teddy Roosevelt said, “No
one cares how much you know until they know how much
you care.”
By demonstrating that one cares, one may also have
the opportunity to educate others. During my recent
conversations, I was able to educate myself on particular
facts about rural Arizona real estate. For me educating
prospects, is a habit that others should practice. One
should genuinely want an educated buyer because this
sales skill builds trust through knowledge of the solution.
Even though the definition of trust does not include
courage, at the end of the day, courage is what separates
successful salespeople, successful employees, and suc-
cessful entrepreneurs from unsuccessful ones. Winston
Churchill was quoted as saying, “courage is the ability to
go from failure to failure without losing enthusiasm.”
In sales, especially during critical times when com-
missions are being cut, more competitors are entering
the market, and buyers are more educated, courage is
essential. Maintaining enthusiasm is not easy after work-
ing with a client for hours, and then he or she decides to
go with another vendor.
Courage is also having the ability to say “No.” How
often does one have customers who are time wasters?
They drain one’s time and, in turn, money. For successful
sales individuals, he/she has learned how to balance his/
her time with customers against one’s own productivity
time. They have learned how to say no and, often, that
means firing the sales lead or client.
At the end of the day, people face the same sales
problems regardless of industry because of one consis-
tent element – human beings. How one adjusts one’s
sales skills including that breadth of interpersonal
skills while maintaining one’s ethics, will ultimately BOARD UP & ROOF TARPING | DEBRIS REMOVAL | CONSTRUCTION
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Leanne Hoagland-Smith is a clarity strategist, solving
people and process problems. As a thought leader who
challenges the status quo, she turns tomorrow’s goals
into today’s results. Follow her on Twitter @CoachLee. CALL OUR 24 HOUR HOTLINE
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