Archive for the ‘negotiation’ Category

When should I fire myself?

Posted: December 12, 2010 in negotiation, sales
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Everybody likes to taxi people around for hours, days and weeks looking at an exhaustive list of you-know-they-won’t-buy homes.   The problem isn’t taxi service, the problem is getting paid for the service.   So how do you get paid for the mileage and the service?  Fire yourself from telling the buyer what decisions to make.   I’m sure that sounds like a terrible judgment call to make as with the best intentions we want to be the hero and guide for our commission payers.  The problem is we let opinion  commentary ourselves confuse the way of the buyer who will be paying our commission with statements like:

  • “For resale, you need to…”
  • “don’t ever buy a home without a mudroom…”
  • “craftsman architecture is horrid”
  • “you can do better”
  • “we have 12 more showings before we can make an offer, you need to see it all………………” (sigh….personal favorite)
  • “we’re driving around to get to know each other better…….” (wow….amazingly good, but a close second)
    (more…)

The cost of an over-priced listing

Posted: December 7, 2010 in negotiation, sales
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What is the cost of an over priced listing?

  • marketing expenses
  • time
  • status update phone calls to the seller (more…)

Sales Giant

Posted: December 1, 2010 in negotiation, sales
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The line ends here for overpriced coffee, but is price really the issue?  Seems to me, that anyone who is willing to wait in line on a 35 degree day would opt for a less expensive option, yet they wait patiently for their chance at $5.00 coffee with a sprinkle and whipped topping.   May I postulate that most transactions are seldom solely about price?

A few caffeinated thoughts on why people wait out in the cold and place value on an overpriced coffee (me included): (more…)

Tips on Sales Management

Posted: November 29, 2010 in negotiation, sales
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Control your actions and reactions…you never know when your client will fire you.

Sales & Negotiation Tip

Posted: November 23, 2010 in negotiation, sales
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A young man named John received a parrot as a gift.
The parrot had a bad attitude and an even worse vocabulary.

Every word out of the bird’s mouth was rude, obnoxious, and laced with profanity.  John tried and tried to  change the bird’s attitude by consistently saying only  polite words, playing soft music, and anything else he could  think of to ‘clean up’ the bird’s vocabulary.

Finally, John was fed up and he yelled at the parrot.  The parrot yelled back.  John shook the parrot and the parrot got angrier and even ruder.  John, in desperation, threw up his hand, grabbed the bird, and put him in the freezer.  For a few minutes, the parrot squawked and kicked and screamed.  Then, suddenly, there was total quiet.  Not a peep was heard for over a minute.

Fearing that he’d hurt the parrot, John quickly opened the freezer door.  The parrot calmly stepped out onto John’s outstretched arm and said “I believe I may have offended you with my rude language and actions.  I’m sincerely remorseful for my transgressions and I fully intend to do everything I can to correct my rude and unforgivable behavior.”

John was stunned at the change in the bird’s attitude.

As he was about to ask the parrot what had made such a dramatic change in his behavior, the bird spoke-up and, very softly, said “May I ask what the turkey did?”

Sales & Negotiation Tip: Perception is Reality.  Molding perception enhances your ability to negotiate the final outcome.