Ever notice while working out at the gym how we short our progress even though we have all the best intentions in mind? When you lift a weight that seems to be beyond your capacity, you take an alternative path.

It’s natural to try and engage other muscles to get the job done. You arch your back or lean to one side or use one arm/leg in an unnatural way. It’s not uncommon to look for ways to reach your goal by cutting corners. This behaviour is simply a function of survival. It’s built into our genes. It’s human nature to conserve energy. The ironic thing is that if the purpose was to build up your biceps, these alternative paths are counterproductive. You just trick yourself into thinking that you have reached the goal. The same dilemma shows up frequently in the sales business.

Let’s look at the danger of cutting corners in sales. As in the gym, all you’re doing is sabotaging the opportunity to reach your goal. Once you recognize this, the battle is almost won.

Here are some examples of where you might be shorting yourself right now:

1. “Winging it” on a listing presentation rather than sticking to a powerful script.

2. Giving up after closing only two or three times.

3. Not exercising, eating poorly, not enough sleep, not getting up on time.

4. Making just enough daily contacts to get by.

5. Not doing the extra 10 per cent that it takes to get amazing results. (for example, one extra contact or stopping by that FSBO on the way home or sending a personal thank you note).

6. Not calling your sphere of influence every 90 days.

Cutting corners is personal sabotage. Have another look at the above list. Find areas where you are guilty of this crime and eliminate shortcuts. Pick out one to act on today. No excuses.

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What to say when they want to buy first: Ever heard this one?  “We want to find the house we are going to buy before we put ours on the market. We don’t want to end up on the street, you know!”

It’s easy to comprehend why people would feel this way. The problem is that in a reasonably active market, the client is going to continually be disappointed when a cash buyer shows up and “bumps their offer” before their house is sold. Your job is to help them understand that you can offer a strategy that gives them the best of both.

Here is your action step. Start by asking, “Just so I understand, can you afford to own two houses?” The answer is usually no.

The next step is for you to catch their attention by offering this insight: “Let me share something with you that’s going to help you end up with the right house in the long run. The home you are going to buy is not on the market yet… may I explain?”

“You are looking for a nice home, right?” (Of course)

“The challenge is that so is everyone else. What this means is that we need to put a strategy in place so that you don’t fall in love with a particular home and then someone comes along and buys it out from under you before we get your place sold. You certainly don’t want that, do you?” (Absolutely not!)

“The good news is I have an approach that has worked extremely well in the past for many people in the same position as you. Let me show you how we can work this in your favour so that you get the best of both.” (I’m interested.)

“Great… here are the three steps that will get the job done just the way you want.

1. Let’s get together at your home so I can view your place and we will set the wheels in motion for this to be a successful venture.

2. We will then go out and look at three or four homes so you can be comfortable that there will be properties that meet your needs.

3. The last step is for us to put your home on the market, supported by my aggressive marketing plans, and getting it sold with a longer closing date. That way we’ll have time to go out and find your new home, and put in a cash offer, make sense? (Yes it does.)

As usual, the most effective objection handlers combine the use of logic, common sense and dealing with their fears. Put all this together and the motivated client will always move forward. Learn this approach and help them understand how everyone will win. No excuses.

Bruce Keith is a leading trainer for sales organizations in North America. He was a marketing and sales manager for 15 years and then spent 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”. BruceKeithresults.com