Understanding People’s Natural Fears

Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them and getting an agreement for them to own your product or service. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the competition or maybe the financial aspects of your proposal. Perhaps you think it’s the prospective client’s inability to make a decision.   Well, if you think any of those things, you are right. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘future client’ coming to an agreement.   If you look at all the enemies you and your associates can come up with, you’ll find they have a common denominator. That common denominator is a thing called FEAR. [Read more…]

Be Aware of Unique Cultural Needs in Sales

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Also, if you are building a web site for your business, you need to consider who the viewer might be and their cultural situations. Some words and phrases just don’t translate to have the same meaning that you may wish to impart, thus, confusing the visitor.  Or, worse, the translation may unintentionally be offensive when made.

Here are a few things you need to be aware of when dealing with clients from different cultures than your own.

* Be patient when building trust and establishing relationships. People from countries other than the U.S. generally need more time to build trust. It is important to observe a greater degree of formality when becoming acquainted than you would use with a client who was born and raised locally.

* Speak more slowly than you normally do, but don’t raise your voice because you think the other person can’t understand you. Volume doesn’t usually increase comprehension. Also, don’t speak down to them as if they are children.

* Avoid slang, buzzwords, idioms, jargon, and lingo. These can all be easily misunderstood by those who may not speak your language as their primary language. Just use simple language until you can get an idea of what level of your language they understand.

* If you’re using an interpreter, make sure the interpreter meets with the people for whom they are interpreting before you actually begin to sell them your product or service. This will allow the interpreter to learn the language patterns, special terminology, and numbers used by the people they’re translating for. If you’re business sells to other businesses, you need to be certain you are both using the same product identifiers or other codes specific to that company or industry to ensure that you both understand the needs and terms of any transaction.

* Pay attention to nonverbal interaction cues. The word yes or an affirmative nod often means, “Yes, I hear you,” in Asian cultures, not, “Yes, I agree.” If you see a nod and move on to closing the sale, you may frighten them off with what appears to them as over-zealousness.

Culture is as much an influence on people as their personal experiences, so knowing about your clients’ customs and traditions only makes sense. That way, neither you nor your client will be made to feel uncomfortable and selling can be done.

If you need or want to find out about another culture, some wonderful resources are available to steer you in the right direction and tell you everything you need to know. Spend some time browsing through your local library or bookstore to see what’s out there. Or go online and look under the topics of “protocol,” “diversity,” or “cultural awareness.”

Depending on your product and how much business you might be doing with clients from cultures unfamiliar to you, a good source we found is: http://www.usaprotocol.com/. This where you’ll find the 25th Anniversary Edition handbook for U.S. diplomats on proper etiquette and protocol for engagements with people from diverse cultures around the world.

Remember: Knowledge is power when properly applied to the right situation.

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This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

 

The Destroyer of Listings: FEAR

Fear in Real EstateThe greatest destroyer of real estate listings is fear. Fear is the greatest enemy you’ll ever encounter as a real estate professional. Hopefully, you’ll learn to recognize and conquer your own inner fears.

Helping others with their fears

The toughest job is when you have to help others admit to and overcome their fears so you can earn the opportunity to list and sell their homes for them. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through that wall. [Read more…]

Real Estate: Selling with Emotions

From the moment we are born until the moment we die, everything we say and do is for the purpose of satisfying some want or need. A basic rule of selling is that a person will buy what they want, whether or not they need it.

One of the most common mistakes salespeople make is in assuming that a client will make the purchase because you have convinced them that your property is a great buy. Now, I don’t claim to be a psychologist, but in my selling experience, I have found that there are two basic appeals. We react from logic and emotion, and when there is conflict between the two, emotion will always win. [Read more…]

Fear,The Greatest Enemy of a Closed Sale

Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on.

What do we fear? As salespeople, we fear saying or doing things that may halt a potential sale. Hopefully, you’ll learn to recognize and conquer your fears through continual education, practice, drill and rehearsal of strategies and tactics that will keep you ahead of the pack.

A tough part of our jobs as salespeople is in helping others understand and overcome their fears so we can earn the opportunity to help them make decisions. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through those walls.

Here are some other common, normal and potentially paralyzing fears that many people face in decision-making situations and what you should do about them. [Read more…]