Hi folks. I have on occasion been accused of being “cocky” or “arrogant” when it comes to my selling style. Of course the reality is….it’s just confidence. I have an over abundance of it.
When meeting with a potential buyer/seller my technique is to educate them. I’m not selling at all. I’m teaching them and giving them the information they need to make an informed decision. By doing this I’m building trust.
If you are having a difficult time “selling” folks it’s because you are asking for the business prior to building trust. Building trust is the main ingredient to any sales job. And trust is built by really being knowledgeable about what you do and having the ability to present that knowledge to your potential customer/client in a confident manner. Confidence is contagious.Your confident manner will give them confidence in you.
And listen to them. I mean really listen. Get off the stage and place your client up there. Let them tell you what they are trying to achieve and then show them how you are going to help them achieve it.
Our job is NOT about selling it’s about building relationships and solving problems. If you are trying to sell people you are missing the boat. I’m a trusted adviser, a negotiator, a friend, a calming force and a problem solver. Forget about the sale. Forget about the commission and concentrate on the people sitting in front of you.
Am I really arrogant?
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