Thursday, March 6, 2008

Reader Comments

at 3/13/2008 11:45:01 AM, George said:
This benefits the Salesperson and also the Home Builder, the customer is secondary. I believe that you need to concentrat on teh customers need not yours.

at 3/13/2008 11:48:14 AM, Rebecca said:
This is all about the Salesperson and the builder, it looks like they have gone away form taken care of the customers needs.

at 4/3/2008 2:09:22 PM, cp said:
Old school....Sales people today are a lot like traditional church. "It's the way we've always done it." I'm sure John The Baptist sang the Doxology every Sunday. Now we just sing it with electric guitars & drums. Only problem with sales is it may have worked for the last 10 years, but now people want the "Softer side of Sears". Making the transition to relational sales when one has been used to taking orders & closing 1st is difficult. The seasoned veterans may see themselves replaced by the cell phone sales person....unless they change...soon.

at 5/23/2008 11:46:39 AM, DJ said:
Interesting that I am just reading this now. We have done the same for years and are looking at new ways of working with customers. To the point above, the focus should be on the customer "winning" at every turn. I see too many sales agents so well trained on their own process that any deviation completely puzzles them. They will beat a customer up just to get them back on track. I recently watched a gentleman to used the new approach. Each time he asked the customer what they wanted he simply worked off of their answer. Sometimes they just wanted information, some wanted to look at the models.....whatever it was he simply smiled and said "Great, let's do that" and off they went. He was so subtle as he moved "with them" and not "against them" that they pened right up very quickly and he had them covering everything he needed to cover......he just gave it to them their way.

at 6/3/2008 3:53:35 PM, CMA said:
Wow! I am just now reading this and these are some interesting points. One question comes to mind though; if the salesperson doesn't ask these types of fact finding questions, how is he/she supposed to help the customer which in effect will ultimatetly benefit the customer? Yes, short term this benefits the sales person, but the real key is how well the salesperson utilizes this information gathered to ultimately, in the long term, benefit the customer by making their homebuying process as painless and simple as possible. Just allowing the customer to lead isn't always going to provide them with the best experience. One point to keep in mind, in order to sell exceptionally well, we must serve exceptionally well. In order to serve exceptionally well, we must understand exceptionally well. And finally, in order to understand exceptionally well, we must ask questions exceptionally well. I propose instead of being concerned about asking these types of questions, the salesperson should be more concerned about HOW and WHEN they ask them. That will still allow the salesperson to gather the right kind of information needed to serve the customer in the best possible manner and ultimately this will better serve everyone. Thanks! A Seasoned Veteran who is NOT going to be replaced by a cell phone sales person.

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