Nov 9 2007 12:00AM | Permalink | Email this | Comments (0) |
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I had an interesting discussion this week. I was meeting with some sales associates and the topic of “today’s” customer came up. You know the stuff, “What do they like and what do the hate”. It was kinda” neat … and lead us to something else.

Today’s debate … at least in the homebuilding industry … seems to focus around what constitutes a good selling process. In other words, what works and what doesn’t. In my mind … which is probably a scary place for some of you … it’s all about the customer.

I believe in a process that creates a “win” situation for the seller and the buyer. And who would argue. Most everyone in the industry claims it’s a customer’s world. But my question is do they “claim” it … or do they “live” it? I have a simple way for you to figure it out.

Just ask yourself a single question, “Who would I rather work with if I was the customer?” Here are your choices:

Sales associate “A” and their selling characteristics:

TECHNIQUE

intent

Sales associate “B” and their selling characteristics:

technique

INTENT

In other words, would you like to work with an associate “heavy” into selling and sales techniques … and “light” in their intent to help you? Or would you like to work with a sales person who’s sales techniques aren’t so good … but their intent to help you “shines” through?

All you have to do is look at your sales process and you’ll know the answer.