Sales #I---The Problem
Books about sales generally focus on making the sale. Following that is a massive amount written on keeping track of those sales. Obviously important to any successful career; however, I like to manage my risks rather than my success. Every sales person is deeply concerned about “the problem”. Inevitably in any relationship, business or personal, there will be difficulties. How you approach and resolve these are the keys to building long lasting, successful relationships.
In other writings, I have alluded to the difficulties of selling my large property. I have been engaged with many of the nationally known real estate firms. I can speak about specific firms but I will name names after this current transaction closes --- Forgive me for painting with a broad brush but my experience with problem resolution with these organizations is disappointing. “Stonewalling” would be the simplest, most succinct way to describe their approach to conflict resolution. Concern over the the longevity of a relationship is not of primary importance. I like to think a successful transaction as one that leaves everyone just a little bit unhappy. Silence or avoidance is truly not the solution.
Look at problems as opportunity rather than failure. Business relationships that are going well often create opportunity for complacency. The fear is that a problem will derail the relationship. The opportunity of a problem is to demonstrate that you have the ability to solve a problem. It gives you a chance to explore and deepen the relationship. This should sound familiar when thinking about personal relationships. Problems in a personal relationship are most positively resolved when the two parties meet, discover the real issue and find a resolution. Arguments drag on when we hide in our bunker, refusing to speak and understand each other. Likewise, in business, if we ignore the problem , it is allowed to grow and fester. Misunderstandings are ineffable in any relationship. How we deal with them determines the long-term success. Problems give us the opportunity to discuss the issues; come to a resolution and then deepen the relationship by agreeing on pathways forward. Uncomfortable as it may be, you are better confronting and recognizing mistakes.
Likewise, in a personal relationship those same principles apply. Discuss-resolve-agree on a pathway forward. “Texting” your way out of a problem is probably not the best course of action. I mean what could go wrong with a misinterpreted text?? I found that the in-person meeting was the easiest and most efficient. Putting a phone or a computer between the two parties gives strength to be more resolute in one’s position. Easier to bark at someone through the phone than in person. The resolution is stronger and more rewarding when reached in person. The problem may be uncomfortable but avoiding it will never make it better and therefore your relationship will not be better. Showing a client that you care enough to get in the car or on the plane and meet says volumes about how you value the relationship.
More later…… #2 — Follow-up