“I don’t know what to say.”
This simple, heartfelt declaration expresses a deep-seated worry, concern, and desire. Wendy recently transitioned to become a real estate agent. As a single mother of three children in their teens and early 20’s, she is determined to make a living in her new career. Her head is filled with knowledge about property specifications, comps, legal requirements, and other matters. She is passionate about helping her clients buy or sell their homes. Yet she is barely keeping her financial feet out of hot water. Why is this?
His-Story Repeats Itself
Wendy has a history of being bullied by salespeople. She recalls buying a promotional item and being talked into purchasing a larger quantity than she originally wanted. What bothered her most was when the order arrived, the quality was poor. She felt taken advantage of and duped.
Wendy recites another tale of buying a car only to discover later that she grossly overpaid. She also recounts numerous adventures with fast-talking, robotic telemarketers soliciting business that annoyed her from start to finish. She waters and fertilizes all these and other woes so that they remain fresh in mind. Consequently, she now carries these thoughts into every sales transaction she enters.
Change Her Story
Here is her mistake. Wendy is not selling to herself! She is selling to clients who have a very different outlook and experience from hers. They do not evaluate information and make decisions from the process she uses. What can she do to become more comfortable in the sales transaction?
Wendy has to learn to adjust to her client’s way of thinking and analyzing. When she learns the skill of AlikeAbility™ (creating the perception of being alike), the client’s ease and trust soars, resistance drops, and together they feel like fast friends. Knowing what to say becomes a conversation where friends see everything said in the best possible light. From that perspective, Wendy can serve others and achieve the financial success she so fervently desires and deserves.
About Dr. Nancy Zare
A retired professor and psychologist, Dr. Nancy Zare originated the AlikeAbility™ System to teach service-based sales professionals how to become comfortable in sales situations and quickly and authentically connect with prospects. She offers a complimentary assessment and analysis of your AlikeAbility™ Style. Contact her at nancy@RapportBuilderz.com to receive your copy by email.
