Congratulations on your reputation!
Unfortunately if a coworkers actions aren’t aligned with your integrity & ethics it’s your name on the line too.
“Integrity, Honesty, Professionalism, Team Player”
Do you apply honesty and integrity to every sale? Using questionable tactics to convince your clients to sign across the dotted line may result in more problems than it is worth.
While there are undoubtedly strategies that you can employ to boost your sales record and increase profit margins, these do not need to come at a cost to your honesty and integrity.
In the long run the truth always comes out, so even if dubious techniques are helping you turn over a large amount of clients and cash in the short run, this could negatively impact your service further down the line – and may see you out of pocket and business.
A negative attitude could also cause you to become complacent and unmotivated about your career and even result in stress and anxiety from the pressure of telling white lies or compromising your integrity in order to make a sale.
So how do you turn things around for the better? You may be thinking that it is near impossible to win over your competitors when they are employing these dishonest sales tactics but in reality your clients are looking for someone honest with integrity – you just need to show them that you are exactly that.
This can be achieved by winning them over with your listening skills.
The first meeting with a client is pivotal. At this stage they may be keeping their options open and shopping around to find the best possible professional agent.
While glossy pamphlets and awards cabinets can help you prove that you are reputable, the most important asset you need to show them right from the beginning is that you are a good listener.
Take the time to really listen to what they are looking for, what their price range is and how they need your help. Ask questions and be honest from the get-go about what you can provide.
Some agents can be tempted to exaggerate on their abilities in order to get the client on board but this only means that they have to disappoint or lie further down the track – which doesn’t work out well for either party.
Instead, let them know exactly how you can help and be honest about the parts that you feel you cannot contribute to.
This way, even if you don’t win the job at least they will refer your professional service onto other people, which could see your client list grow and flourish.
Article Courtesy of: TRET|Connect Learn Grow
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