I have always been extremely service orientated and client focused during my extensive sales career. With 15+ years experience in new home sales it’s time to share what I know. It hasn’t always been smooth sailing but then a smooth sea never made a skilled sailor 🙂
My sales experience has been gained here in NZ and in the UK. I have been in awesome, inspiring and supportive environments and lets just say not so awesome, inspiring environments. I will say this, your environment counts, it counts for you, your team and your clients. If your environment is positive, encouraging and inspiring your results will be reflect that, if your environment is negative, positive results will rarely materialize. Never forget your environment starts with you!
The first lesson I learnt was a big one, not everyone is a client!
When I started in New Home Sales everyone that crossed my path was going to buy from me, it didn’t matter if they were looking for a new home, it didn’t matter if they could afford a new home or even if they wanted one! I can laugh about this now but at the time I was running around trying to sell a new home to everybody that walked through the door, even if they had come in to ask directions! What I didn’t understand then, is that not everyone is a client. I challenged this for a while with my then Sales Manager, who never gave up on me and taught me great questioning skills to establish very early whether someone was an actual potential client or not. Invaluable were these lessons I have used them, tweaked them and improved them but the goal is the same establish if someone is a potential client or not and do it early.
Lesson number 2 – Never, ever give up!
I spent some time back in the UK a few years ago now and was offered the amazing opportunity of running the marketing/sales suite for a development of 46 apartments. This did not come easy to me, when I arrived back in the UK I was told that I was unemployable, can you imagine how that felt? I have years of experience in new home sales in NZ, reference after reference, testimonial after testimonial and I’m unemployable? I am rarely speechless but this took the wind out of my sails, make no mistake about that. I left the recruitment agency and my stubborn streak kicked in, I don’t accept that I’m unemployable so I kept on sending out my CV, knocking on doors and making the phone calls until I got a meeting with the right person. I was offered a contract and started selling the development just days later, which then became the fastest selling development in Bristol at the time. Remembering this time in my career always brings a Brene Brown quote to mind and I’d like to share it with you;
“A lot of cheap seats in the arena are filled with people who never venture onto the floor. They just hurl mean-spirited criticisms and put-downs from safe distance. If you’re not in the arena also getting your ass kicked, I’m not interested in your feedback.”
I have spent all of my career continuing to learn about people, what they need, how they think, how they make their decisions. This will continue for me, as it should you, as the world is an ever changing place and peoples wants, needs and desires are changing. If we want to stay ahead of our competition it’s an absolute necessity to keep learning our craft. I have learnt hundreds and hundreds of lessons over the years and am happy to share them all with you, I hold nothing back when you work with me, I teach everything I know, I’m on your team, remember that!