A.D. Cantelmo Property Management
Our Business is Property Management in Orange County California
We are all selling something
I get calls every day from people trying to sell me
something, and since I am a salesman myself, I enjoy playing along, even if I
have no interest in what they are selling. When I talk to these sales people, I
really dislike scripts and since I have been too many seminars and have read
many scripts, I can pick out a script right away as most salespeople can. The problem with scripts is that the people reading the script
is not listening to the people they are talking to. Sometimes when a script reader
calls me, I will throw something out at them that makes no sense and 9 times
out of 10 they will answer with a “Fantastic”, or “that’s Great”. The script does not allow them to deviate and
they look foolish.
Most script sales people are not looking for relationships
with their potential clients, they are looking to make a sale and move on.
That may work for some, but the real sales person is looking for the lasting
relationship, even if the client only buys once, you want them to tell others.
Think about sales like this: It costs money to get a client, but if you have a
recurring client or they provide you with a referral, those are free deals. You
paid to get the client but everything that comes from that client after that is
from your good will not your pocketbook and those deals are the best.
In my business of Property Management, referrals make me
feel great, because there is no better complement to me then for one of my
clients to tell others about me. You don’t tell people about a business that is
not satisfying your needs.
Selling is something we all do in one way or another and
when someone calls me to sell me their service or product and they are straight
forward with me, I am more willing to listen and consider their points. If you
believe in your product you should never have to use a script, you should have
a plan to address your potential clients in a way that is understandable and to
the point, but you can do that without a script.
When an athlete goes into a game, they do so with a plan, but
the plan is never exactly the same, it changes with every performance and with
every circumstance, but the approach is always planned but flexible. With
practice an athlete is ready for any circumstance that comes up and they are
ready to act. Sales people should be the same; they should have a plan, but be flexible
depending on the potential client and circumstances. Even a football coach that
scripts the first 10 plays will change the script if the script is not effective.
As a salesperson we all need to be ourselves but have a plan
and organized thoughts, but we should be able to do that without a set robotic
script.
A.D. Cantelmo Property
Management Specializes in Property Management in Orange County
Ca.