Tag Archives: real estate

Selling in an Emotional Earthquake.

Emotions in BusinessThis economy has changed a number of consumer behaviors.  The problem I have noticed is that salespeople are not paying attention to the behavior change.  True, they are aware of the economy, however, they are still over trusting their sales process and have yet to make an adjustment to the new buyer. It is not that the new buyer is so new.  It is actually the same buyer, they have just changed their behavior so dramatically that they no longer look the same.  What are these behaviors you may ask?  Let’s review just a few of them.

1. Increased Emotional Intensity

We have always known that the buyer is emotional.  Every purchase regardless of the product or service has some emotion attached to it.  All that is still true, however, the intensity of these emotions are significantly higher.  Today’s buyer buys because they are really emotionally attached to the product or service, or they do not buy because they really hate the product or service.  They idea of “feeling” neutral has eroded.  I have looked at customer service surveys and it is the extreme ends that are being selected the middle ground is gone.

2. Increased Excuses and  Lack of Commitment

We have all heard of “Buyers’ Remorse”.  We are now moved into “shoppers remorse”.  The remorse is starting before the purchase is complete or the contract is signed.  More frequently before the contract can be executed a buyer will “run” away and avoid the commitment.  The excuses buyers use to escape their commitment are many.  It usually is a result of the very first point made.  The increase in emotional intensity is so overwhelming in order to reduce the intensity or “escape” it.  The buyer finds a way out.  As the buyer continues to do this over and over again it only reinforces and increases the future behavior of “escape”.  Behavioral psychologists call this “negative reinforcement”.

3.  Increase in Unethical Buyer Behavior

Money is not evil.  However, it is written that the “love” of money is the root of all evil.  Money has become more “precious” to people because people have less of it to spend, the future of getting more of it or keeping it is in doubt, and to part with it, even if it is a good investment is overwhelmingly frightening.  This has resulted in behaviors that are bizarre and unethical.  For example, a real estate agent recently shared a story that a seller’s husband had died, the buyer wanted out of the contract, the last day of due diligence was on the day of the seller’s husbands funeral, the buyer wanted to escape the contract and insisted that this real estate agent bring the decline of contract to the wife on the day of the husband’s funeral, and wanted their earnest money returned!  ON THE DAY OF THE HUSBAND’s FUNERAL!  I wish I was making this up, but I am not it is a true story, and these stories are happening with regular occurrence. I know this is a wow, but if you are in the sales business you probably could share with me your own story (and please share them because I and others would love to hear them).  So what do you do?  Here a few tips that may help you with the “new buyer”.

So You Want More Leads…Is that what you call them?

My friend and colleague Brad Carroll, CEO of Dakno an Internet Marketing Group, www.dakno.com turned me on to something that was just so phenomenal that I had to write about it immediately.

So often we talk about “leads”. I have even made the mistake at times of using this term. First, I want to apologize for the usage of this term. From here on out, I will make a conscious effort to forsake this term, because these are people looking for information. When I reduce them to a lead, I have done nothing more than make them a number, or put them into a category.

The truth is these are people who want some information, maybe it is not specific to what you were hoping for, but have you ever thought that these people are asking for information from you because they find you trustworthy, you have relevant information on your website, or possibly they may have nowhere else to turn.

Even if this is not the type of individual you were hoping to speak to, the fact that they contacted you, puts the ball in your court, and you have a responsibility to contact them, even if it is with a recommendation to someone else. To ignore these people is the worst thing you could do for your future business. These are people, these are people with questions, these are people with needs and wants, and they are looking for someone to help them. Are you that person? Watch this video compliments of www.1000wattblog.com I hope you will agree with me…it is time to abandon this term.

I am not a lead

Stay Successful My Friends!

Dr. Jay

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