Posted on: Saturday, November 20th, 2010
One thing I hear a lot from sales professionals: “the customer is really difficult these days.” That might be true, but I for one am not convinced that today’s buying behavior is different than normal. I’ll grant that customers do not come through the door displaying urgency, but when would that buying behavior ever have been considered to be “normal” ?
I’ll tell you when that was normal – 2005, that’s when. I believe this is a discussion in contrast. 2005 showed us completely unnatural buyer behavior, as people urgent to buy asked permission to do so. Please understand – there is nothing “normal” about such behavior from a buyer! A normal approach would be for a prospect to be reserved, standoffish, nervous, and “hard-to-get”. That’s normal!
We need to get back to a sense of reality here, my friends. The customers owe us nothing when they walk through the door. They are not supposed to be urgent. Rather, it is your job to get them to that point.
Change the way you see people…and you’ll change their world.
I couldn’t agree more with this article! It’s funny how we adopted a sense of “normal” so quickly when prospects were asking permission to buy. The truth is there was nothing “normal” about that time and now that we are back to what is a more “normal” state so many home counselors and agents are trying to figure out what’s wrong now. Going back to basics, prospecting, good old fashion follow up and creating a sense of urgency is what every home counselor should have been doing all along and creating a great homebuying experience for each homebuyer and prospect generates those referrals for our future sales.
Perfectly said, Cheryl.
I couldn't agree more with this article! It's funny how we adopted a sense of “normal” so quickly when prospects were asking permission to buy. The truth is there was nothing “normal” about that time and now that we are back to what is a more “normal” state so many home counselors and agents are trying to figure out what's wrong now. Going back to basics, prospecting, good old fashion follow up and creating a sense of urgency is what every home counselor should have been doing all along and creating a great homebuying experience for each homebuyer and prospect generates those referrals for our future sales.
Perfectly said, Cheryl.
The best time to become a sales person has been the last couple of years. The work has been challenging. I started selling homes in 2006 so all I know is a challenging economy. There are a great deal of people that “took orders” during the “boom” some are still taking orders but the closing question is “do you want fries with that?” as they were not challenged to creat a sale, they participated in the sale……..
The best time to become a sales person has been the last couple of years. The work has been challenging. I started selling homes in 2006 so all I know is a challenging economy. There are a great deal of people that “took orders” during the “boom” some are still taking orders but the closing question is “do you want fries with that?” as they were not challenged to creat a sale, they participated in the sale……..