On Sunday this week I went to look at a new build apartment in a converted manor house in Bolton that I thought might have rental potential and I had the delight of two salespeople who really need to get themselves onto one of my sales training seminars. With the housing sales markets somewhat volatile at the moment I am thinking about searching out a bargain. The sun was shining and the sky was blue and I drove into the gardens of this house with the roof down and parked next to two somewhat dilapidated 4-5 year old common or garden hatchbacks.
On first impressions, the house looked nice – a quiet leafy suburb of Bolton surrounded by some largish detached houses sporting nice cars, nice people and boasting a nice looking tennis club. A good potential let for a professional couple maybe? Walking towards the property I had a good feeling so I opened the door with a smile and saw two late twenties, early thirties women, both smartly dressed and both looking like they could be the agents in charge.
Smiling at them they smiled back. One of them was standing in what I assume was the “sales” area and the other was standing inside the show flat. Walking towards the show flat I said, “Hello”. The woman in the flat said, “I’m sorry, we’re shutting. We close at 5pm.” I looked at my watch and she quickly added, “We leave at 5pm.”
My watch read 455pm.
Now I am no red Indian scout but these two did not look like they had been busy. Their books were away, their desks were cleared and their cars were clearly positioned for a quick getaway. I don’t know how long they had been sitting there but the sign had said 10-5 so I am guessing at least 7 hours.
Now look! Everyone needs boundaries. Everyone needs to go home sometimes and I accept that most people would want to get off home pretty sharpish on a Sunday. But at the expense of a potential sale?
How long would it have taken them to show me quickly around the flat? How much commission could they have made as a result of showing me around? At the very least, they could have taken my name, invited me back or scheduled another visit whilst building rapport.
But no, nothing, zip, nada.
Some people just deserve what they get in life. Some salespeople deserve what they get (or don’t get as the case may be) and these two win my vote for the sales loser of the year competition. With the housing market as it is at the moment you’d think that they’d pull their fingers out wouldn’t you. Many companies associated with the housing trade have been making lay offs . Many salespeople are sitting around hoping that it won’t happen to them. But hope is not a good sales ally. Hope will not generate leads in any market let alone a tough one. Hope will not build rapport with your customers. Hope will not close deals for you.
Only action builds businesses.
Whatever your market is like at the moment you need to take responsibility for your own sales and your own success. You need to take action…
- So there are less clients around… get in to work earlier and stay later!
- So your sales conversion ratios are falling… do more prospecting!
- So there is less money around… learn to sell better!
- So clients are feeling nervous at investing… build more rapport, more trust and more credibility!
Sales is not rocket science, it’s common sense and as I said at the start of the year, “some people are going to crash and some people are going to fly”. If many of the pundits are going to be believed these “tough” times could go on for some time…
What are you going to do about it?
You should start by reading my 5 top tips for selling in a recession and then get yourself ahead of the game by attending one of my sales training seminars or investing in one of my sales boosting books, audios or DVDs. Until next time, sell with passion.