Attract the Right Job or Clientele:
There is power in keen observation of your surroundings. Indicators exist of whether you are a match with your prospective client or employer. But before jumping to a conclusion, it’s best first to verify what you believe to be true by asking questions.
My Story About Surroundings
Long ago, it was with excitement that I was about to hear Robert Kennedy speak at the Ambassador Hotel. Arriving early, I noticed the energy level picking up as more people entered the room. A short time later, RFK entered the room and stepped into the center of the stage.
As a rush of people followed him on the platform, Kennedy was pushed, lost his balance and almost fell onto the floor. His face grew beet red, and it appeared to me as if fear overtook him for a minute. It was likely that he was scared given his brother, JFK, was assassinated not too long prior.
Observing my surroundings, I’ll never forget:
- The over-capacity room
- The unorganized rush to the stage
- Fear apparent on Kennedy’s face
I was concerned, and my intuition told me to leave. Arriving home within twenty minutes, I turned on the television news. Sadly, I learned that RFK had also been assassinated.
What does the above story have to do with sales?
As a salesperson, you pick up a lot of insight from observing mood of the staff; objects hung on the wall, and literature on display. Additionally, unintentional insight may be gained by watching facial expression of others. Before the business portion of the conversation begins, the better strategy is to start with asking about what you observe.
For more insight read “Are You Aware of Business Lessons Leading Up to A Crime Scene?”
A Real Estate Story Exemplifies the Power of Observation
On occasion, I look at a property on the market for a variety of reasons. The agent was excited about one new listing offering excellent rental potential. She arranged with the owner to meet us as she believed this would be a perfect rental property.
Upon entering the unit, a large crack was noticeable on the wall. Quickly glancing at other walls, numerous cracks were spotted.
The first rule of sales is never to make assumptions.
A reasonable approach for selling property is to fix what is visibly in need of repair. So I asked the owner if he intended to take care of the damages before putting the unit up for sale. His answer was, ‘no,’ this is ‘as is.’ Further observation revealed appliances dating back to the 1940’s. Again, the answer of, ‘as is,’ was provided.
What I admire about the real estate agent is she offered upfront that the property she was so high on is, in fact, a monetary sinkhole. Her turnabout sentiment speaks volumes for credibility and integrity. We were in complete agreement. She is the agent of choice should we continue to look. Read ‘Are You Adding Value to Client Services?’
Everyday Living Requires Observance of Surroundings
A third example is that of Joann who lives in a condominium complex. She wrote the Condo Captain regarding her concern about cigarette butts seen on the lawn. George took a stroll along several of the condo buildings. As he observed the ends of cigarettes on the lawns in front of each building, he took pictures.
No one can deny the photos. Upon sending them in with a note of concern about the surroundings, assurances were given that the problem will be quickly resolved.
Your Story
Most salespeople are so wrapped up in their own agenda and goals that they omit taking the time to observe their surroundings. Accordingly, they do not pay attention to body language or facial expressions during a conversation. Telling details are missed due to the rush to make a sale.
In past meetings, did you:
- Observe how personnel treated you upon entry into the facility
- Question strange looks on a client’s face
- Acknowledge pictures of family or signs of hobbies
- Ask for the perspective of others
- Clarify and confirm what your clientele is thinking?
As you become comfortable stopping conversations to ask more in-depth questions, sales lift. The flexibility you convey in conversation transfers to your clientele developing confidence in you.
Accepting responsibility when issues arise, observing your surroundings, and working toward the best interest of your clients all lead to a returning and referring clientele.
Sales Tips for Observing Surroundings
- Take a quick 360-degree look of every room or office
- Observe if you are greeted with a smile before a meeting
- Look for postings of client testimonials
- See if awards are on display
- Observe types of decoration on the walls
- Ask employees how they enjoy working at the company
- Should you see a frown, stop the conversation and ask ‘why?’
- Upon seeing a big smile, also ask, ‘why?’
- Ask for future goals both personal and business to determine the match
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
RESOURCES FOR PERSONAL AND BUSINESS GROWTH:
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