Focus of the transaction, not the personalities

If you have been in the sales profession for a reasonable period of time, this is not an article for you. That is, unless you want a little reminder to help you stay focused on your goal: completed transactions!

Unless you’ve lived a sheltered life, you already know that there are plenty of inconsiderate people in the business world. Unfortunately, who you deal with on a daily basis at work or in your life is not always an option. If you’re in sales, you can’t choose who the next lead’s office contact is. If you’re a manufacturer’s distribution representative, you don’t have a choice about who that retail manager will be at the next stop on your route. Because we have little control over who the other party is, we need to be able to get the job done and move on. Face it, some people are… kind but sincere… idiots! So what does a sales professional do? Focus!

Focus on the transaction, not the personalities involved. I am a professional real estate agent, a member of the National Association of Realtors (NAR) Realtor, a sales professional. I expect all real estate agents to perform to a certain level of skill, integrity, and ethics. It doesn’t happen all the time. When I experience a challenging situation, I always focus on what is important. Help my clients buy or sell real estate and close the transaction.

If, at any point, you decide to focus on the “other personality,” you run the risk of the deal falling apart and ultimately performing at a level that doesn’t meet your personal standards. So the next time you meet that “other personality”, focus on the transaction because you are a professional!