Sales Champ eNewsletter for Real Estate and Small Business

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November 2007   Issue No. 81


Dear Reader

The power of intention is an amazing thing!  I was speaking with a client yesterday afternoon, and stated that my intention was to achieve a particular goal with him in 4 to 6 weeks.  I stated that intention firmly and powerfully and asked him if this was his intention too?

His reply, "I'm not sure... I think so.."  Can you imagine being in my shoes and hearing that.  There was a complete lack of commitment to the goal, despite this being a goal that he had started out with, and the sub-text was, "it's okay if I fail".

We did some more work around this - is there doubt from your subconscious, is your conscious self focussed on achieving the goals but you feel the angst or discomfort from within you?  And sure enough, it was his subconscious that was feeling squirrelly and hiding and backing away.

This hiding of intentional commitment behind anxiety or fear or doubt can interfere and cause buyer resistance when your client wants to buy (consciously likes the product, the service, the terms), but something inside is holding them back.

My advice, get it out in the open and discuss those fears, those doubts, those feelings by discussing conscious intention for both of you and subconscious emotional reactions.

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  • The complete Champions Sprint Programme for Real Estate: 
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Maybe your client has been burnt before by someone less professional than you and you've just said something that reminded your client of that salesperson.  Ouch!  Instantly, the mind and emotions lock back to that painful event, and resistance immediately creeps in.

Clear it away by asking compassionate questions, by validating feelings and being sincere in your care of your client.  They'll love you for it, and want to work with you.

For help to coach you on this or other sales matters,
call now:  Narelle 0412 251 196

© Narelle Stratford              www.saleschampions.com.au           November 2007