Are You Positioning Yourself for Success?
Updated: Jul 17, 2020
You can choose to show up for your clients as a salesperson or as a consultant.
What’s the difference?
A salesperson is driven by making the sale and making it as quick as possible. Most often, the language used by a salesperson
speaks only to the needs of the salesperson and not to the needs of the client.
On the other hand, a consultant is driven to solve problems with their services. They seek to uncover if a need exists and how they
can address that need. They approach their clients with the attitude that they are seeking to help him or her solve a problem or
achieve a goal.
An agent that is acting like a salesperson will immediately book a listing appointment if a prospect says they are thinking of selling
An agent that is acting as a consultant, on the other hand, will ask key questions first before booking the right appointment. It may
be that the client needs to do market research before they can commit to an agent to sell their home. By asking key questions, this
situation would be uncovered early on. Pushing a listing presentation at the wrong time could jeopardize your chances of getting
the listing at all.
So how can you work on being a consultant versus a salesperson? Here are three actions you can take to show up as a consultant
for your clients:
1. Ask key questions and listen attentively – Focus on understanding the client’s needs first. Ask questions that will help you make