The Mood Factor in Selling

Quote:

Originally Posted by Gary Boye

My own perspective:

It's called empathy. People look for others that care. When they find them, the mood takes care of itself. It is not emotion that needs to be transferred. That would imply that my emotion is more important than someone else's. It is caring that counts.

Great comment, Gary.

Quote:

Originally Posted by Gary Boye

My own perspective:

We alter moods by honoring moods--our own and that of others. I am not presumptious enough to believe that my own mood is more appropriate than someone else's. My own curiosity about the cause of someone's mood--whether it is ultimately fullfilled or not--takes precedance over my agenda of making a sale.

It's called empathy. People look for others that care. When they find them, the mood takes care of itself. It is not emotion that needs to be transferred. That would imply that my emotion is more important than someone else's. It is caring that counts.

I agree in part. A salesperson without empathy will not be a salesperson long. You have to care. Many times I have had to handle client issues before a presentation could take place. Many times I have rescheduled an appointment for a better time when issues had been resolved. However if they had not been in need of my product I would have never been there in the first place. Enthusiasm does sell. If a salesperson believes in their product and they are effective in transferring that enthusiasm to the customer, they will buy. I know sales people who could not utter one single close, but their enthusiasm carried the day.

Quote:

Originally Posted by klozerking

Enthusiasm does sell.

I can agree with that. I'm just wondering how much it would help when your up against someone already in an unfavorable or negative mood.

Extreme example: The buyer just found out that he/she has lost half of his/her liquid assets to Hurrican damage.

Less extreme example: The buyer just found out that one of his/her major sales has just fallen through.

[quote=Agent Smith] or negative mood.

There are going to be times when the sale cannot be made. Whether it's due to a tragedy that affects someones mood, or they for any other number of reasons that they just will not buy. I sincerely doubt that anyone will play a round of golf in 18 strokes or hit a home run at evey at bat. You still have to remain positive and focused and do the best you can. Anyone, even someone who has suffered a tragic loss of any kind is going to prefer to be around someone who is empathetic and upbeat. even if all you can say is this too will pass. The hurricane victim will buy insurance, The lost sale may buy a referral list

Smart points klozerking.

I just called one of our listings. I identified myself/company and the client quickly spit out, "I'm not interested" and hung up. I called back one minute later and the client appologized and said he had been hounded by telemarketers this morning and was sorry. There was nothing I could have done that would have changed his first response. So yeah, mood is a huge factor.

Quote:

Originally Posted by Thomas

I just called one of our listings. I identified myself/company and the client quickly spit out, "I'm not interested" and hung up. I called back one minute later and the client appologized and said he had been hounded by telemarketers this morning and was sorry. There was nothing I could have done that would have changed his first response. So yeah, mood is a huge factor.

Classic, and a great example of how moods and preconceived ideas can work against the caller. Thanks for sharing.

I've found that getting the prospect to know you care about their needs and find their problems interesting and solvable will relax a customer to the point that you can move into a presentation. On the phone it depends on how well I know the prospect if I talk to them regularily I'll tactfully withdraw and call another time. If I have just caught them at a bad time they know I'll call back at a better time.

I called 3 FSBOs today and all I said was my name and that I was a realtor and they all 3 hung up on me. That wasn't me it was them. :ma I hope this gets easier.

Quote:

Originally Posted by realtor

I called 3 FSBOs today and all I said was my name and that I was a realtor and they all 3 hung up on me. That wasn't me it was them. :ma I hope this gets easier.

That type of response comes with the territory.

It does get easier, although it doesn't change, when you realize it for what it is and isn't. It "is" their issue - it "isn't" yours. :wi

The Mood Factor in Selling

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