When you are working with a buyer, seller, joint venture partner in real estate in Calgary, or abroad – you need to just get to the point. But wait! What about building rapport? What about being likable? (insert other fundamentals of sales here) I would agree that all of those things are important…but the most important resource that we have is our TIME. The best way to serve your market place in real estate or any other sector is to find out WHO your client IS and who they are NOT.
The fundamental rule of sales is that 33% of people will buy from you because they need the service/product that you sell.
33% of people will buy based on WHAT you say.
33% of people won’t buy from you even if your product was FREE – because it just isn’t something they value. For example – warren buffet will never buy a Ferrari even though he could buy the whole company if he wanted to, he just places no value on a product like that.
If you or your sales team are spending time trying to convert prospects in the 3rd category then your sales process is in deep trouble because you are wasting your time 33% of the time.
Let’s get clear on your ideal clients in 2020 – they make up for 80% of your revenue anyways.
To your success,
Tim Reid
Respect The Hustle
