Nail That Sale Premier Issue Premier Issue | страница 3

#PSTns

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I never focus on the quick win. Instead, I always
focus on building long-term relationships.
Because that is how you take a deal and turn
it into a Big Deal.

When I moved to San Diego, I looked at a
number of rental properties, which meant
I dealt with several different realtors. A couple of them said to me, "Once you have
moved in, let me take you out so I can show you around town and show you some
places to go."
In the end, I chose an apartment not represented by either of these realtors. Once
I'd moved in about a month later, I dropped both realtors an email saying that I had
arrived in town and if their offer of showing me around town still sto o d, I'd love to
take them up on it.
I got no reply from either of them. It was just something they said as part of the sell.
The problem with their method is two-fold. They have lost me as a customer
because they've shown their word means nothing and I will not deal with people like
this. Also , I will never refer my friends or colleagues to these peo ple. The
interesting thing is, if they had never made the offer in the first place, their
reputation would not have been damaged.
Build relationships for the long-term. Say things you can and will deliver on. Never
focus on the short term, as the long term relationship is much more valuable to you
than the quick win.

Sales Guru Chris Stock
[phone]

NailThatSale.Com