Posted on: Saturday, January 23rd, 2010

sameoldsameold-exuberancecom-1It has been said that familiarity breeds contempt. I assume that’s true in some cases, but in most instances familiarity simply breeds complacency. It brings about a casual acceptance, a matter-of-fact approach to things. Familiarity breeds ordinary.

That’s fine when it comes to an old pair of shoes or to your silverware. Not everything can be special. But it’s deadly when it comes to how you see your own homes.

I have seen so many salespeople (and to be honest, I’ve fallen victim myself) who display no particular affection for their own homes. They show their product as if it is just another home. They talk about their community as if it could be any other neighborhood in the country.

Why is that? What causes a sales professional to miss out on what makes their own offering incredible? I believe that familiarity breeds ordinary, and ordinary makes for an uninspiring presentation.

Think of the ramifications of the salesperson who no longer appreciates how special his/her homes happen to be. Viewing the homes or the community should be a special and exciting time for a prospect. But consider the pressure one puts on a customer to get excited about what they are seeing when the salesperson shows no appreciation whatsoever. That’s deadly!

Perhaps this week it would behoove you to take a fresh look at your community and your homes. See them as a first-time visitor would. Appreciate the design and the uniqueness. Notice the cool details that make your offering special.

In short, pretend you are a first-time homebuyer who is out on day one looking at new homes. How would they see your home and your community? This is how you need to see it.

Walk in their shoes, and you’ll change their world.

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  • http://www.jimadams.me/ Jim Adams

    Ohhh, you are so right. The one thing I remember from my $60,000 B.A. in psychology is the principle of Habituation. Now I can finally put that $60G to work :)

    Here’s the definition from Wikipedia – Habituation is the psychological process in humans and animals in which there is a decrease in psychological response and behavioral response to a stimulus after repeated exposure to that stimulus over a duration of time.

    It’s the exact same thing you’re saying. I bring it up because it’s the way we are WIRED. I never thought of this but in addition to good communication, and asking the right questions, I guess another characteristic of a good sales person is:

    Bringing their A game each time a person walks in the door. Treating each person as if it were the sales person’s first presentation of the day may be as challenging as the sales skills themselves. That is a psychological challenge without a doubt.

    So can we break down good sales person characteristics into three categories?

    1. Technical Skills – Communication and asking the right questions.
    2. Psychological Skills – Having fresh energy and presentations each time.
    3. Social Skills – Professional appearance and personal interactions.

    Your post is very thought provoking…as is most of the time:)

    I can finally rest now that I’ve been able to use my college degree. Thanks Jeff

  • http://www.jimadams.me/ Jim Adams

    Ohhh, you are so right. The one thing I remember from my $60,000 B.A. in psychology is the principle of Habituation. Now I can finally put that $60G to work :)

    Here's the definition from Wikipedia – Habituation is the psychological process in humans and animals in which there is a decrease in psychological response and behavioral response to a stimulus after repeated exposure to that stimulus over a duration of time.

    It's the exact same thing you're saying. I bring it up because it's the way we are WIRED. I never thought of this but in addition to good communication, and asking the right questions, I guess another characteristic of a good sales person is:

    Bringing their A game each time a person walks in the door. Treating each person as if it were the sales person's first presentation of the day may be as challenging as the sales skills themselves. That is a psychological challenge without a doubt.

    So can we break down good sales person characteristics into three categories?

    1. Technical Skills – Communication and asking the right questions.
    2. Psychological Skills – Having fresh energy and presentations each time.
    3. Social Skills – Professional appearance and personal interactions.

    Your post is very thought provoking…as is most of the time:)

    I can finally rest now that I've been able to use my college degree. Thanks Jeff

  • http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

    Note to everyone on the planet: READ JIM ADAMS’ RESPONSE TO THE POST!!!! The insight is invaluable.

    I gotta be careful – this guy’s gonna take my job!

  • http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

    Note to everyone on the planet: READ JIM ADAMS' RESPONSE TO THE POST!!!! The insight is invaluable.

    I gotta be careful – this guy's gonna take my job!

  • http://www.jimadams.me/ Jim Adams

    Ohhh, you are so right. The one thing I remember from my $60,000 B.A. in psychology is the principle of Habituation. Now I can finally put that $60G to work :)

    Here's the definition from Wikipedia – Habituation is the psychological process in humans and animals in which there is a decrease in psychological response and behavioral response to a stimulus after repeated exposure to that stimulus over a duration of time.

    It's the exact same thing you're saying. I bring it up because it's the way we are WIRED. I never thought of this but in addition to good communication, and asking the right questions, I guess another characteristic of a good sales person is:

    Bringing their A game each time a person walks in the door. Treating each person as if it were the sales person's first presentation of the day may be as challenging as the sales skills themselves. That is a psychological challenge without a doubt.

    So can we break down good sales person characteristics into three categories?

    1. Technical Skills – Communication and asking the right questions.
    2. Psychological Skills – Having fresh energy and presentations each time.
    3. Social Skills – Professional appearance and personal interactions.

    Your post is very thought provoking…as is most of the time:)

    I can finally rest now that I've been able to use my college degree. Thanks Jeff

  • http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

    Note to everyone on the planet: READ JIM ADAMS' RESPONSE TO THE POST!!!! The insight is invaluable.

    I gotta be careful – this guy's gonna take my job!

  • Debra McKown

    Jeff ,you and Jim hit it on the head. I remember the first time I saw my models and community and remember that feeling of, “Wow, these are beautiful and all the features I noticed and loved, and the beauty of our surroundings ( yes, even with power lines, there is so much beauty here with the mountains all around us.) . If I can take a moment to consciously remember that feeling, then I can convey it.
    P.S. Jim’s answer was great, but Jeff, your job is safe!

  • Debra McKown

    Jeff ,you and Jim hit it on the head. I remember the first time I saw my models and community and remember that feeling of, “Wow, these are beautiful and all the features I noticed and loved, and the beauty of our surroundings ( yes, even with power lines, there is so much beauty here with the mountains all around us.) . If I can take a moment to consciously remember that feeling, then I can convey it.
    P.S. Jim's answer was great, but Jeff, your job is safe!

  • Debra McKown

    Jeff ,you and Jim hit it on the head. I remember the first time I saw my models and community and remember that feeling of, “Wow, these are beautiful and all the features I noticed and loved, and the beauty of our surroundings ( yes, even with power lines, there is so much beauty here with the mountains all around us.) . If I can take a moment to consciously remember that feeling, then I can convey it.
    P.S. Jim's answer was great, but Jeff, your job is safe!

  • Andria

    Preparation is the key to any sales leads, if you don’t know what your objectives are how do you know if you have succeeded? http://www.YoungEntrepreneurSociety.comShare and learn here!

  • Andria

    Preparation is the key to any sales leads, if you don’t know what your objectives are how do you know if you have succeeded? http://www.YoungEntrepreneurSociety.comShare and learn here!

  • Andria

    Preparation is the key to any sales leads, if you don’t know what your objectives are how do you know if you have succeeded? http://www.YoungEntrepreneurSociety.comShare and learn here!

  • http://www.doyouconvert.com Mike Lyon

    Wow – this is awesome! Great stuff guys.

  • http://www.doyouconvert.com Mike Lyon

    Wow – this is awesome! Great stuff guys.

  • http://www.doyouconvert.com Mike Lyon

    Wow – this is awesome! Great stuff guys.

  • Anonymous

    People may forget what you said. People may forget what you did. But People will NEVER forget how you made them FEEL.

  • MariaRose

    People may forget what you said. People may forget what you did. But People will NEVER forget how you made them FEEL.

  • MariaRose

    People may forget what you said. People may forget what you did. But People will NEVER forget how you made them FEEL.

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