Selling Abundance

I asked Sandra Melmed, one of Dallas' top residential real estate agents, what made her successful. She said, "If I don't think a house will have good resale value, no matter how much the buyers like it, I'll talk them out of buying the house."

"What?" I asked. "How can you be a top seller when you're known for not closing the sale? That seems like an oxymoron."

She gave me you an example. "The other day I talked my clients out of buying a home they fell in love with. Even though they really liked it, this home would be difficult to resell and I knew I could find a better solution for their needs. I could've made the sale and been done. Instead, I will spend more time with this couple to help them find the home they'll enjoy and sell easily when the time comes."

She went on to say, "My goal is not to make one sale. My goal is to make a relationship. If I sold them this house, they would ultimately become unhappy. My business is successful because I have long-term, happy clients who know I have their best interests in mind."

Sandra's theory of non-selling is important for closing the sale. Enter with an abundance mentality rather than a shortage mentality. Shortage mentality implies that you feel you don't have "enough"-enough business, enough money, enough referrals, or enough of whatever (you fill in the blank).

Abundance mentality means that there is not only "enough," there's plenty to go around.

Let's apply this principle to your business. You look ahead at your schedule and realize that you're going to be really slow for the next few months. Shortage mentality begins to creep into your consciousness. You become a little desperate when you do your sales presentations because you need the business. You come across a little pushy and whiney.

Another scenario...your schedule has too many holes and you're not thrilled. Yet, you remind yourself of your abundance mentality.

You know you won't be a good fit with every person. You also know you'll stay busy because you realize that a lot of people need a lot of what you're selling. In spite of your slow calendar, you deliver your sales presentations with confidence. You come across with gravitas. Think abundance during your sales presentations. Remember that there are many opportunities for you to provide your expertise. Your prospect can smell whether you're desperate or confident.

Like the successful real estate agent, you're not selling because you have to put dollars on the books. You're getting acceptance by providing excellence to match your customers' needs.

Karen, a presentation skills executive coach in Dallas, can be reached at www.karencortellreisman.com