Most sales professionals I encounter have a high ethical standard they adhere to especially, when it comes to honesty and integrity. This contradicts the adopted public opinion or fallacy that “all” or “most” sales people are dishonest, shady or unethical. A few bad apples can ruin the whole basket. The challenge comes when the brutal facts have to be confronted and the news is not what your client or prospect wants to here.
Let’s face it, very few of us enjoy delivering bad news. Good news is much more enjoyable and non-confrontational. If only we could wish or pretend the bad news doesn’t exist, then maybe it would go away. Putting false hope in a long shot scenario can be easier than telling your client you cannot help them.
Let me give an example. A home seller is stuck on a price that is way over the market value. The valuation in their head has little to do with the reality of their circumstance, or available comparison. These ideas are usually fueled by emotion, attachment,and/or their high want or need. The Realtor, although they know the home is unlikely to sell, takes the listing, giving the client a false hope of – “Let’s put it on the market and see what happens.” That false hope is taken by the seller as a confirmation that there is hope for the sell. Unfortunately, this only is confirming and elevating their false expectations. Through this process, the Realtor believes they are acting out of high ethical code, while the client is spending time continuing down a path of unfounded hope.
This scenario happens over and over, every day, across our great land and in a wide range of industries. The result is a myriad of disgruntled, unhappy clients and a combative transaction if a deal is ever struck.
Follow these simple but effective steps that the best of the best execute in:
Come from a position of selectivity and abundance. With consistent prospecting, you’ll find more opportunities to work with highly qualified sellers that desire to sell based on the realities of the market.
Always tell the truth. When you are abundant and selective, you are more interested in telling the truth than losing a potential sale. Part of truth telling is prequalifying to see if this prospect is deserving of your time. Be more concerned with their circumstance and helping them understand what is realistic, than losing a commission you probably won’t come to attain anyway. When you say what most people are afraid to say, the result usually ends up in high trust-development, the first step in winning a client over.
Be willing to walk away. If you are doing steps one and two, this next step should become automatic. Back to the home seller, if you are unable as a Realtor to move them to reality, be willing to say “no” to the opportunity and allow someone else to take their listing if necessary. That step can sometimes turn them to you by you showing them ultimate integrity and honesty. Even if they end up with someone else, you have been true to yourself and them. In the big picture, you will win more than you lose.
If you want to Up your truth telling game, Contact Us today and schedule a Complimentary Session with one of Our Coaches. You will be glad you did!
