The best success story I heard, I heard over dinner a few nights ago. A neighbor, a person who could be very difficult, was selling a home he owned which was located directly across from the home he lives in. When a very successful executive who runs a sales organization in the area made an offer 25% below the asking price, our neighbor was deeply offended and instructed the agent that he would NEVER entertain any offer whatsoever from this executive.
The executive was not deterred (persistence). He researched the seller and learned he had an 8 year old son (preparation). On a bright Saturday morning he knocked on the door with his son by his side (personal connection). He apologized (rapport) and explained how he had not intended to insult the owner and that the price he offered was all he could afford (rationale). He said, what’s important to you. The seller said the price. The executive asked, “Anything else?” and learned that the person/family was important too. The executive said, “I am a family guy. I have a nice family with an 8 year old boy. You have an 8 year old son … Do you want me for a neighbor or some grouch you might get?” The dialogue continued.
Result: The executive bought the property for the price he originally offered.
Bottom line: Emotional or personal needs are often stronger than financial needs.
Lesson Learned: Building relationships is one of the keys to and joys of selling. And persistence, preparation, and positioning to needs of the buyer pay off.
Any reactions? What is the best success sales story you know?
To learn more about Richradson's end-to-end sales training solutions, please visit us at http://www.richardson.com
Subscribe to:
Post Comments (Atom)
Posts
No comments:
Post a Comment