Sales is Not a Dirty Word with John Martinez

July 7, 2021 melissa Real Estate Comments Off on Sales is Not a Dirty Word with John Martinez

Sales is Not a Dirty Word with John Martinez

Ever feel awkward about sounding a bit too “sales-ey”? That’s a big problem for people who are just starting out or those who may have had a bad sales encounter (think networking scams). But sales in its entirety doesn’t have to be a dirty. In fact, John Martinez, owner of the REI Sales Academy, says that it’s something you can turn around to be a legitimately good thing! Instead of selling, think of it as helping others. Let’s talk about that.

The points below are from the eighth episode of the Real Estate JAM. There, John Martinez talks about training people in sales, tips in talking to homeowners, getting around your prospects’ excuses, and developing your pitch. If that sounds interesting, you can listen to it on YouTube, Spotify, or Apple Podcasts.


 

Your Core Values are Key

When you’re trying to “sell” (or even buy) something to a potential customer, client, or buyer, you have to start with what you believe in. Sure, that sounds a little cheesy, but that’s how you can prevent that specific feeling from people when they try to back themselves away from the scent of a sales pitch. Don’t just tell people what they want to hear. People can see that from a mile away! What you have to do is attract the right kind of people.

John tries to apply the same principle to producing content here at Shorefront Investments. As realtors, we might want to create content that aims to solve people’s problems in our unique way. If a foundation has been formed with videos, podcasts, or articles that are shaped through our core values, it will stick to anyone who loves our message. Even through honest and straightforward advice, we can create long-lasting relationships with people. (We hope we’re in the right track as you’re reading this!)

Now, how might that look like for real estate sales? When talking a potential buyer, if you think you aren’t truly a good fit, just let them know. It would even be better to give recommendations on where they should go for their next step. John emphasizes the idea that we should put helping before selling.

 

Selling is Not Dirty

Selling doesn’t have to be uncomfortable for anyone, not to you and not for your prospects. I’m sure you know the typical feeling people have over a “salesperson”. Consider making good, fun, and honest experiences to break the stigma.

Yes, people might think that we’ll spin them around because we’re trying to earn money, but using the principles earlier might make them understand that we’re not misleading them. Look at the following statement:

“Hey, we want you to work with us, but I can’t help but think one of our competitors is a better fit for your needs. Have you considered them already? If yes, why did you go with us?”

There’s no need to “brainwash” people into giving you their money. While you might be putting the risk of losing business, you’re still being true to yourself. This is exactly what the way to deal with the feeling of being “scammy” when you’re trying to do business. Let people work with you out of their own will!

So, if you’ve been feeling uneasy with sales for so long, relax, do some research, find a good sales process, and take some time to absorb what John just shared. Once you master the idea of selling as helping and that sales isn’t as bad as people think, you won’t only be attracting the right prospects but also the right partners in business and life.

 

Outline of the Episode:

  • [01:27] Why is JD, a man who isn’t so easily excited, elated about John Martinez being on the show?
  • [02:36] John’s 20 years compressed into a quick minute.
  • [03:29] Is a salesperson made or born?
  • [04:34] Developing a program that ensures consistent growth among your people.
  • [08:41] How do you know if someone’s trainable and if someone’s a lost cause?
  • [12:38] The secrets to getting down to the root of your prospect’s problems. Get your notebooks ready!
  • [15:00] While it’s not as good as the real thing, how can roleplaying prepare your team for the real deal?
  • [19:18] The universal fact that people want to be heard and understood.
  • [20:35] Deal killers and how you can go past these doubts during conversations.
  • [25:36] Picking apart “excuses” from a homeowner the same way you would have if you were in their situation.
  • [31:28] Developing your pitch the way you want it to be. Don’t say what others want you to say, but attract the right people.
  • [36:14] Selling doesn’t have to be a dirty word.
  • [38:18] Working with a spouse or getting a spouse on board in the real estate journey.

 

Resources Mentioned in the Episode:

 

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