News & Research Archive

Words of Wisdom to Live By

Jul 23, 2012

 

As salespeople we are hunters. Our job each day is to hunt for new opportunities - the rest is the business of selling your service or product. It's that simple.

A favorite quote of mine is "Keep it simple, stupid". More often than not we forget that hunting is what we are supposed to do and spend too much time over-analyzing ourselves - focusing on things that are necessary to function and improve ourselves but take us away from the hunt. Not much has changed since our prehistoric ancestors roamed the earth. Everyday they left their dwellings to seek food for survival, hunting to survive and surviving if they succeeded in the kill. We must always remember that the hunt gets us the business, the close and the sale.

Over the years I have heard a number of great quotes that have stuck with me and that I try to use in my everyday life as a salesperson. One of my first bosses used this line always: "A good general picks his own battlefields". How many times do we find ourselves in predicaments because we stepped into a situation that we did not initially control?

My grandmother had this great line: "Everyone is nice until they hit you". We are social animals but we all live on different planets when it comes to our personal values, experiences and how we operate. Initially we all can get along until we discover how different we are. As salespeople we meet many people who may not share our personal values but we must adjust to make sure that when we hit that nerve in our clients we have a way to accommodate that individual and allow a sale to occur.

The famous quote "Treat others as you would like to be treated" is extremely applicable as a salesperson - one cannot afford to treat a person any other way. Yet, how many times as salespeople do we weigh our time and effort against the proposed fee instead of considering each client individually and providing the same service; no matter what the deal size is. Commit yourself to serving a client with your best effort whether you stand to earn $800 as a commission or $80,000. If you can't provide the same level of service, don't take on that particular client - you may close that deal but you will not earn the client's trust to do another deal with them. 

Lastly a great quote from a priest: "Life is but a waft of air over your face". We stress out so often when working on our deals but can you honestly remember the deals and its challenges a week after you have successfully closed or lost them?

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Written by: Hans Hansson

E-mail: hans@starboardnet.com


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 27 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email hans@starboardnet.com or call him at (415) 765-6897. You may also check out his website, http://www.commercialspacefinder.com/.

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