Archive for February, 2009

Selling requires a focus on how we can not why we can’t!

I’m just off another week on the road, training sales people.  Reflecting on the current situation, no way to describe it but dismal.  Dismal? To whom is it dismal? From my vantage point, the most dismal among us are found in two groups of people; the media and those out of a job! The former preach threat and fear for one reason…to boost ratings. The second, have a legitimate reason to be down.

What about selling home services in this environment? One would assume that, with all the chit-chat on cable talk shows and throughout the media, people would not buy. In fact, people aren’t buying….except, except in one particlar instance. Let me tell you about it.

I’m in Nashville.  The economy there is no better, no worse than in most other mid-southern cities. Talking heads, as they do everywhere, proclaim the end of life as we know it. So, what’s my point? Simply, that if we [the sellers] accept media BS and focus on the downside of things, the sad result becomes a self-fulfilling prophecy. We can’t sell.

In my training work there, I came upon one less than highly educated employee…someone asked to skip the negatives and sell what is still of value to homeowners…pride and investment in the single biggest asset most of us will ever have, our homes.  Knowing no better, the young man did what I asked.

Every night, after a day in the field, we’d role play the absolute and demonstrable value in a home investment. Over and over, I worked with him on moving the prospect’s mind from the deluge of daily media gloom to the notion of a better day; a day  that would see home values begin to stablize and even rise a bit. I showed him how to  lay out the increase in property value of a home with real curb-appeal. And, in the interest of brevity, let me just say, it has worked.

Now, before you pile on….think about it for a moment. Here we have a young seller, not yet able to own a property but still believing it to be a future possiblility.  A young person who, like most, want to see a brighter future.  A young person unable to live in a negative world of daily disasters and, to quote our new leader, a world of “catastrophies”.

My point, so very simple and uncomplicated is…’s all in our heads! That is, unless you are one of those who either must sell your home now or is out of work. Still, with more than 91% of all employable Americans earning a living, there are lots of people out there looking for a reason to be positive.  They may not take that cruise or buy that new car this time around but….talk to them about building value in the one asset that matters most, and will for years to come, and they will listen!

Would tha media agree with my experience or even give it exposure? Not on your life! Why?  Because it takes away the play and exoses them for and the party in charge for what they are…people making a living by taking us down! the worse they all make it sound, the greater their accomplishment in “saving America”.To heck with politics! To heck with the media! Let’s focus on how to make things happen than describing why it can’t and won’t! Let’s not continue to fall for the media and political BS designed to make them successful and think about personal, individual responsibililty.

There, I’ve said it. I can’t live and work in a negative world….how can  you?