Replies to This Discussion

Permalink Reply by Russell Grosser on May 30, 2012 at 12:11pm

Hello Peter,

 

What is your process like?  Are you finding that you are hungry for sales and project that desperation when dealing with your customers?

 

All you need to do is make a friend.  People only buy from people they like.  Remember that comment, because as much competition as we have up here in Canada you guys in the States have a franchise dealership on every corner..... It's almost as bad as McDonalds.

 

In all seriousness though, evaluate what you are saying to customers.  Are you speaking more than listening?  Are you focussed on their needs, or those of your own?

 

When I first started in the business, someone said something to me that really stuck:  "If you meet a customer at 8am and it takes until 5pm to close that sale, you've done a good day's work."

 

I know in our industry the money can come and go very quickly, so people get greedy and impatient.  Just put it in perspective....  One customer that takes a total of 6hrs to close, at $1000 commission, is a heck of a lot more income than most people with much harder occupations can generate for themselves.

 

Take your time, learn your client, make a friend, and you'll find that it's the customer who closes the dea.

Permalink Reply by Scott Klein on June 5, 2012 at 11:46pm

What's the old saying, "Nice guys finish last?" Be yourself and find the intrinsic talents you bring to the table. If you're trying to be something you're not, your customers will read right through you. Develop an abundance of confidence and competence by being a master of your profession.

Permalink Reply by Kurtis Smith on June 26, 2012 at 2:30am

Peter - The toughest part about answering your question is that you are giving so little information and therefore the answer that you are and will be getting is soooo incomplete. The question that you are asking is wrong from the perspective that it asserts that you are not a nice person and just by looking at you, I can tell that it is truly not the case. Peter you need a plan that will put you to work daily on very specific and tangible activities that will measure your effectiveness so that you can improve in the areas that are affecting your earning potential. Check out some of my videos here in DE as I am sure you will find some tangible things to work on that will make a real difference in your business now. 

In friendship,

Kurits

Permalink Reply by Bill Alberts on July 2, 2012 at 7:03pm

Will Being A Nice Person Make You More Deals/Commissions? The simple answer is yes.  We spend alot of time trying to figure out what it takes to be good at selling and then how to be even better.  Please don't confuse "nice" with not being aggresive and doing eveything to make the sale.....now!  You will find, as I have, the more stern you are with someone you think you are being "nice" to, the more sales you make, now!  It really isn't necessary to dwell on something so very fundamental.  think about it this way.  When you were persuing your wife/significant other, were you who you really are?  Or were you acting as you want to be.  Either answer works.  You are on the right track if you can just analyze who you are.  A "nice" person or someone so driven that you somtimes miss the need to treat people the proper way.  Nice for real, or acting?  Your choice but I will bet you will make more sales for more gross if you are categorized by your customers as "nice."