There's a certain humility in money. If you have it, you count on people accepting it to get what you want. If you are trying to make it, you count on people 'buying' whatever it is you are doing. If you are alone in the woods with more money than you can imagine ever having, it does you no good. Money only matters because of us....we are surrounded by others seeking the same fortune and comfort. Once I understood this, money still mattered to me. It just mattered a whole bunch less than the humanity that I knew was irreplaceable.
When I bought my house in December of 2006, there were a few things I did right out of the shoot. An amigo of mine gutted and totally revamped the bathroom. So, instead of looking like Al Bundy's eternal dwelling in 'Married With Children' ... my bathroom now may just be suitable for Martha Stewart to at least wash her hands in. The other thing I did was replace the kitchen floor. All this was done just months after buying my home, but there was still more to do....
I knew upon buying my home that the siding had to go. So, it being Spring and all, what better time to go shopping for siding than now? In a matter of weeks, I've had five estimates and am awaiting one more. Earlier this morning, I had back to back appointments for estimates on getting the work done. One thing stuck out in all this, I had to do deal with that dreaded entity called 'Sales People.'
They come in many forms, sizes, shapes, & shades. They come to help convince you that you are making a wise choice in choosing them over any other. They come to provide a service in which you pay for. (Sorry Mom, I just ended yet another sentence with a preposition:-)
I never thought that I would be a sales person of any kind, but I was tad ignorant in that I guess. Heck, I don't care what you do....if you do it for money, you're in Sales. And that's fine. That's our culture, our system, our imperfect world. While I've gathered and learned about those that are more financially successful than most, some of the methods just aren't my cup of tea. To me, sales is like Life & Sex, it comes from the hip.
Five estimates down and one more to go. The estimates have ranged from $3,000 to $13,000 at this point. Gee, I wonder where the differential in price truly lies? Price is certainly a vital consideration, yet I'll choose according to a little shopping secret I've learned from being in sales for the past seven years. If they aren't willing to shut up and listen, the only thing they are really selling is themselves. While that's wonderful glorious superb dandy great & fine, sell me trust. Sell me trust! Sell me that I can call you if I have questions or something goes wrong after the fact. Sell me that you would have a drink with me if I decide that another offer and entity is better equipped for my situation than yours. Sell me that you'll work with me even if I don't sign the dotted line today. Sell me that I'm more than a number, more than just an inconvenient stop on this travel of your life. Sell me that whatever happens, you are the expert on this particular cause and you'll guide me in the right direction. Sell me cause we are the same. It's that damn Humanity Thing...
Two ears, one mouth....use accordingly. Sales is listening to those looking for help and providing the service to help them. I learn something new everyday. Today I learned that I should listen more....or at least ask the right questions to make sure I'm providing the right services and results.
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Good post. I do not have patience for multiple estimates. I get a referral from some one who had the work done recently. I hope they did the home work for me.
It sounds like you're nest building prior to a really big sale!
Anything you care to tell the rest of us?
I brought my first house, a dueplex just before Brenda and I were married in 1971.
Bill
Hi Jason,
Great post. We should all take your comments to heart. We listen way too little and talk way too much.
My house needs to get painted this year, and we've been getting quotes. My favorite was the painter that stuck their SIGN in my lawn. Hadn't hired him, but hey stick your sign in my lawn letting the neigbors think I did.
That one action will make me not hire him.
Could you imagine if real estate agents went on listing appointments and stuck our signs in the lawn while we were meeting with clients?
I hear you on this one.
The issue with most "salespeople" is that they do not transfer the trust
Love the Sinatra You Tube music Jason. Good job as always
Don
Jason,
Nice Saturday Sales Sermon for serious sales specialists!!! Thanks, Fran
Gita - I hear you there. My patience runs about as thin as Howie Mandel's hairline when it comes to waiting for the bottom line.
Bill - Nothing at all Bill, nothing at all:-)
Bill Exeter - Thank you Sir.
Melina - Signs, signs, everywhere there's signs. Oh gosh, that's damn funny! My red flag is when anybody says, "I'm not supposed to do this, but I can do it for you."
David - And it is always earned...
Sandra - You have too, you live with Dan:-)
Marc - Amen my man....Amen!
Donald - Thanks, I love Sinatra!!
Rich - Been there, done that. That doesn't mean I won't 'Go There' again though:-)
Fran - I'm not sure what the term is for that (alliteration perhaps?) thing you do....but you are the man....Mr. Fran!
We went to a local shop today shopping for a mattress. Space was tight. The salesman was helping another family. We milled around for 7-10 minutes. We didn't expect him to rush over to us (he was already helping another family)but a simple, "I'll be with you folks in a minute. Feel free to walk around." Nothing, nada. Zip. Turned around and walked out.
1-800-Mattress or Sleepy's. They bring the mattress to your house, slip it in the frame and take the old one away. But we strive to frequent local business owners. But if you're a small business owner don't complain if you can't compete on PRICE if you're not doling out awesome SERVICE.
Great blog, Jason. Mattress, vinyl siding, even open-heart surgery. It is all sales.
Heather - Oh so true....spoken like a true salesperson:-)
Bingo Lenza! Probably the worst estimate I got was from a Nationally Recognized Company, yet I wanted to explore a variety of options for my abode's best interests and my own curiousity. It seems the Ma and Pa shops are the way to go............IF the service separates them from the pack.
Matthew - I figured you would like that video if you saw it:-)
Sales=Service. It's not only the people trying to make money...
Anyone trying to influence or persuade others is in sales.
Parents, politicians, priests, doctors, social workers....
I couldn't agree more about the listening thing. The easiest way to persuade or influence someone is to find out what they want and give it to them. You can't always do it, but you can at least find out what they want.
Everyone wants to be heard.
Regarding your first comment: More than anything, I hope have :)
As to the salesmanship, I can't stand it in any form. Show me your knowledgeable and trustworthy, that your product or service is genuinely the best for me, and that you would be cool if I went someplace else for a better deal. And LISTEN TO ME!
Wonderful post sweetie!
"To me, sales is like Life & Sex, it comes from the hip."
OMG - No wonder I'm such a workaholic!
Jason... I will read this later, but I sent you a few e-mails about the newbie contest..... thanks
Joey - Right on brotherman! Have a great week amigo.
Jennifer - Yes you have:-) I share your sentiments on this exactly.
Missy - It is weird. I wouldn't mind seeing something resembling a Good Faith Estimate to see where all the money is going...
Jeannie - I'll leave that one alone;-)
Lane - Exactly! Weird how some will talk themselves right out of a sale.
Thesa - I'm sketchy on the bids, time to do a tad more homework.
Jeff - You actually read my posts:-)?
Somehow, I believe that Greg. I consider you a man with two ears....
Autumn - Tell you what, either you are a lousy commenter or I'm a lousy writer, perhaps both. If you are getting laughs with this post, laugh away....
Very nicely put.
Susan.
ps... I have noticed you like to use a lot of Youtube videos in your posts! Does that account for paying attention?!
I wrote a post awhile back that stated that the only difference between a great salesman and a great conman is intent and I still believe that!
Jason, sometimes you just want to tell people to "Shut Up!" Many a sale are lost because the salesman talks too much.
You'll appreciate this old school video.
Susan - Lol, you win the prize! Now I know you are at least
readingpaying attention:-)Todd - Interesting man, I'll have to look for that post....feel free to share it.
Brian - Nice man, that's Tricky:-)
Mike - Exactly! I shall chose the folks who do my siding in a similiar manner.
Jason, excellent reading as usual. Unfortunately, so many people do not know how to listen, and they only think that whoever talks loudest, best, and most often will win all the prizes.
Catarina - I agree. We'll never be able to service folks properly if we don't really know what they are looking to do. Letting them voice their wants & needs allows us to do just that.
Karen - Perhaps we should introduce a brand new Real Estate Training Course, "Learning to hate your own voice;-)"
I agree somewhat. 2 ears, 1 mouth, 1 brain. If having a good product and being empathetic made a good sales person, companies would hire social workers to make up their sales force. Listening, selling trust, selling commitment and knowledge are all wonderful staring points. To be really great you need to take what you've listened to and leverage it to your advantage. Sales is not a dirty word. You have extensive knowledge (not as extensive as mine of course) and you're a really great guy (most of the time) but if you don't leverage your knowledge you're just an order taker. Take an order, listen to why it's given and convince the client based on that to take what you have not what they want (assuming of course that there is still a benefit to them), then my friend you're selling.
Patricia - Sounds like you ran into one very incredible salesperson. Heck, Placido Domingo is a winner most of the time;-)
Beth - "Sales is not a dirty word." Six years ago, I would have passionately disagreed. Today, I do not. We are all selling something, it's only a matter of others wanting to buy what we have. I'll never be the guy to totally convince them, but I'll certainly be waiting with open arms when they need it...
Great post, once again! Enjoyed reading it.
It is so darn hard NOT to end some sentences in prepositions, isn't it?
Sometimes, it is better to let them go as is instead of rewording them into something your mother would be proud of. Shoot, did I do it again?? ..... instead of rewording them into something in which your mother would be proud. Thats the best I can do this early!
Have a good (MON)day! JENNIFER
Jason, wheres the smile for your camera...but anyway..nice post
Have a great week Jennifer!
Mike - I'm not too good at that contrived smiliing thing;-)