Listening skills have always been a major component of being a great salesperson. The introduction of the cellular phone has improved our availability immeasurably, but with every improvement, there is always a downside.
I’m sure this has happened to you: You are having an important discussion with a business associate. Their cell phone goes off and they answer the phone. You feel slighted because whoever is calling is obviously more important than you are. (At least, that’s how they made you feel.) Your feelings are quite justifiable.
How do you think your clients must feel when we do exactly the same thing…when we answer our cell phone in front of them? How to handle this?
For your next face-to-face customer interaction, why not show them how significant they are by doing something totally different? Here is a great strategy to show them that they are really important.
1. Take your cell phone to the meeting with you and put it on the table in front of you.
2. As your meeting begins, turn your cell phone off right in front of your customer and say, “I’m going to turn my phone right off so we won’t be disturbed. I don’t want there to be any distractions for the next few minutes.”
Critical point: Putting your phone on vibrate is not the answer. Turn it completely off in front of them, tell them what you are doing and tell them why. The whole idea is to demonstrate that they are the most significant individual for you at this particular point in time.
Some sales reps have said to me, “Bruce, I just leave my phone in the car.” This approach is much more meaningful. By taking your phone in with you and then turning it off right in front of them, now they know, “He thinks I’m important.” Start today. Show them that you are a great listener. No excuses.
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Go for it: One of my long-time coaching clients recently shared a dilemma he was wrestling with. “Bruce, I have a goal to invest in a rental property before the end of the year but I am rather torn.”
“Why?” I asked.
“Because I saw this Corvette last night that is exactly the same as the one I have on my Dream Board. I can’t really afford both so I am wrestling with logic versus emotion.” That’s a happy problem but it is not really a problem at all! If you decide that is what you want, you can have both… the rental property and the car.
The beauty of being a commissioned salesperson is you control how much you earn. No one tells you how big your next paycheque is going to be. You are 100 per cent in charge of how much you earn and how quickly you earn it. When you take on the responsibility of being a commissioned salesperson it’s like your employer gives you a blank cheque. You write in the amount you want and then you go out and earn it.
This is a simple business. I did not say it was easy. That’s why being on commission is so lucrative. There is no other profession in the world where you can predetermine what you are going to earn and then go out and make it come true.
This sales tip is designed to remind you of two things:
1. That you are completely in charge of deciding what you want. It’s up to you. You have all the control.
2. Your activities must be in line with your goals. Put enough on your “conveyor belt” every day and practice your skills every day and you will win every time.
The next time you feel you have two options – “I can have this or I can have that.” – consider a third option. Why not have both? The best part of being a commissioned sales rep is not the freedom it offers (a separate topic and we all know that is a myth). The best part is the opportunity to decide upon and realize your own level of success and consequently your earnings. No need to complicate things. You decide. No excuses.
Bruce Keith is a leading trainer for sales organizations in North America. He was trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep followed by the last 15 years as a keynote speaker, seminar leader, author and one-on-one coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results”. www.BruceKeithresults.com
Bruce Keith is a leading Real Estate Coach/Author/Speaker. Like Bruce Keith Results on Facebook or connect with Bruce on Linkedin. Email Bruce Keith.
