Dialogues for Results

Turn On Your Customers

“Where you lead, I will follow.” Why do we follow some people and not others? It is not their rank, position, or status, it is that they turn us on...leaders inspire us to action. Salespeople want to inspire their customers, potential homebuyers, to action. Sales Managers want to inspire their customers, the salespeople, to action.

What are the lessons of great leadership that for new home sales professionals on the front lines and in management? How can we turn on and inspire our customers to action? Certainly, confidence, passion, integrity, and empathy are the hottest qualities. Great leaders formulate and communicate a clear vision that embodies goals worth achieving; they possess and seek knowledge; they engage in active listening; they control without being controlling; they monitor actions and results within the context of their vision. Great leaders employ a 3 pronged strategy to realize their vision and achieve their goals.

“The difference between mere management and leadership is communication.” Winston Churchill.
To prepare their customer, a leader formulates and communicates a clear vision, and the strategies, skills, and knowledge necessary to realize that vision.

“The quality of a leader is reflected in the standards they set for themselves” Ray Kroc.
To inspire their customer, a leader models the behaviors they desire, elevates their customer’s interests above their own minimizes resistance, and maximizes acceptance.

“None of us is as smart as all of us.” Ken Blanchard.
To coach their customer, a leader engages them in the process, facilitates and monitors progress, and advances the customer’s interests in the context of the vision.

Prepare, Inspire, and Coach your customers to action. Whether your customers are potential homebuyers or salespeople, if you lead, they will follow.
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