I recently came across a blog on Linked-In by Seth Godin titled ‘I’m Not Selling Anything’. As LeBlanc & Associates is about sales agent performance evaluations, the header certainly caught my attention.
Over the years some people and even companies prefer to reframe or rename sales staff. Many people don’t like to use the term sales agent due to the negativity created over the decades around sales. They use many other titles such as associate, advocate, counselor, community relations director, marketer, etc. However in the end, a rose by any other name is still a rose.
If you think you are not selling, think again. Of course you are. Whenever you have a product or service, and someone is willing to pay you for that product or service, you are selling. Winning over hearts and minds for change is selling.
What matters is what something is, not what it is called. Sometimes calling yourself by another title is not harmful if it reframes your mental attitude towards your chosen profession. But agents must always remember what they do is indeed a profession. It is up to each and every agent to elevate sales to a higher level. That is the only way we can collectively erase any negativity hanging over our craft. All sales professionals must make every effort to keep improving not only their only personal skill level, but also how we define what a true sales professional is. In the end, if the negative drum beat overrides the positive message, the professional will never be heard or trusted by prospective buyers. Fortunately through the efforts of many fine trainers over the years, most sales agents have changed how they sell.
For any business, but particularly in the housing industry, the sales process is creating a connection between the agent and the buyer (rapport). The agent must also create a connection between the buyer and their product and community (discovery). Then the agent must create the reason for the change (product showcasing).
The agent is also charged with creating forward motion. When a prospective buyer likes what you have but is indecisive, the agent must nudge them off that proverbial fence. That is sales. You're selling a new way of thinking (change). You are selling a better place to live and a chance to make a lifestyle difference. Never forget that in the world of housing, you are also selling dreams and possibilities.
Agents who do not think they are selling need to ask themselves, if you're not trying to make things better (for your buyer and for your company), why are you there? Define who you are and kick start your mental attitude to a positive mode. Selling is more than show and tell. With the exception of a super-hot seller’s market where moving product can become a feeding frenzy, sales do not magically happen.
If an agent has been trained to sell for today’s buyer and has done their homework through consistent use of today’s sales techniques, they then will be able to have a positive dialogue about what they do. Seth Godin goes on to state that perhaps it would be more accurate for an agent to say, "I'm not selling something too aggressively, invading your space, stealing your attention and pushing you to do something that doesn't match your goals." That is old school sales (Glengarry Glen Ross). Today we Listen, Inquire, Assess, Guide, Showcase, Match and Create. This is how we define sales for today.
LeBlanc & Associates wants to be your partner to document if you have sales creators or show and tell agents. Our Video Profiles provide you with a highly valuable hands on tool to see and hear which agents have elevated their craft to the professional level. You will also see which agents have yet to understand or define why they were hired. Our reports will provide you with an effective written assessment of each agent’s ability to sell.
LeBlanc & Associates is not afraid to sell you something. What we sell is a window into the daily world of your sales team so you can see what your visitors experience in your sales centers.
Do you need to know? Do you want to know? It’s easy! Email, call or submit an online request.
Top 10 Quotes on Opportunity
(from Richard Branson)
|10. "In the middle of difficulty lies opportunity." ~ Albert Einstein|
|9. "You can’t outwit fate by standing on the sidelines placing little side bets about the outcome of life… if you don’t play you can’t win." ~ Judith McNaught|
|8. "Teachers open the doors, but you must enter by yourself.” ~ Chinese Proverb|
|7. "A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty." ~ Winston Churchill|
|6. "Entrepreneurs are simply those who understand that there is little difference between obstacle and opportunity and are able to turn both to their advantage." ~Victor Kiam|
|5. "I feel that luck is preparation meeting opportunity." ~ Oprah Winfrey|
|4. "How much I missed, simply because I was afraid of missing it." ~Paulo Coelho|
|3. "To dream by night is to escape your life. To dream by day is to make it happen."~ Stephen Richards|
|2. "The entrepreneur always searches for change, responds to it, and exploits it as an opportunity." ~ Peter Drucker|
|1. “There are no mistakes, only opportunities." ~Tina Fey|