Stop Selling and Start Servicing with Nolan Matthias
Understand That People Don’t Want to be Sold
Stop selling and start servicing.
Is that some kind of advice during a pandemic that we should all be aware of?
I mean really, servicing who? Our clients? Our database? Our Neighbours?
Yes.
Yes to all of them.
Keep in mind that they never wanted to be sold to, they wanted you to do your damn job and make sure that they were and are happy with the decision that they made to make that purchase.
They want to know that you are going to be there throughout the process and that they aren’t just the next notch on the old bedpost for you.
Stop Selling.
What kind of role do you want to have in the transaction?
Look, if you’re happy with being the hardcore salesperson then get after it.
Close, Close, Close.
Now stop and take a minute. Sit back and take a breath and then ask your client how they feel now that you’ve closed them into their next purchase.
Doesn’t matter what it is. I’m in real estate so obviously I could be talking about the purchase of a new home.
You could be selling copiers or jeans or medical supplies or whatever.
You want to keep the accounts that you have? Stop treating them like another number.
Going back to the real estate vertical for a moment….Brokers, this means you as well.
Your agents are ‘profit centres’ and shouldn’t be referred to our talked about as such.
Start Servicing
Start here.
Think about how you’d want to be treated in a transaction.
Would you like your calls returned?
How about emails responded to?
What about questions that you have answered?
That’s all the simple stuff, just do those things and you are on the right path.
Want to find out what the rest of the path looks like?
Then listen to the video above or to the podcast in the links below: