We’ve become experts in social distancing but have you been practising your sales competency skill, emotional distancing? During challenging times it can be hard to separate your client’s situation with the current state of the market. Showing empathy towards your vendor clients will help form a strong trusted relationship, however feeling too much sympathy towards their emotional story will detach you from the focus and clarity needed to move forward and get their desired outcome.

Click to watch the video (or simply read the transcript) below to learn more.

Here is another Coaching on the Go Moment from real estate coach Caroline Bolderston.

This topic is about something critically important in challenging times, as markets shift and change. The practice of raising awareness and strengthening the sales competency called emotional distance can keep agents focused and moving forward.

There are 18 sales competencies that every good sales agent needs to possess. Right now, I’d love you to shine the light and focus on,

‘How strong you are in being emotionally detached or distant from your client’.

I believe the best thing you can do at this time for your vendor clients is to be able to show up without crossing over between empathy – which we need to have – and the dangerous ground of sympathy. This is where you get caught up in the emotional story and situation that is behind the reason for your client’s need to sell and may compromise your ability to get a result.

Having strength in emotional distance or emotional detachment means that you can show up being completely impartial; turn up with clarity around what you need to do to progress your client forward. Have a conversation, day to day, week to week, in order for them to get the outcome and result they need.

Having strength in emotional distance means that you will not buy into and be derailed or distracted by the bigger picture of what’s going on for your client. You are being employed to bring objectivity to the equation. If you don’t bring that, your clients are not going to benefit from your impartial translation of the marketplace. They need to see your judgements by conducting straightforward conversations. Turn up with the black and white situation and help your clients progress towards the result that they need.

I’m hoping you can take this on board. See how you are faring in terms of the emotional detachment that you need to bring and level up your sales competencies today to help your clients in this current market.

Finally, remember my mantra ‘Just Do Today’. Stay in the moment, do as much as you can and we will get through this.

If you have a genuine desire to serve your clients, work hard and become the best you can be – contact me via the section below to discuss how coaching can work for you.

Caroline Bolderston

With over 17 years of industry experience Caroline has a track record of personal high performance and exceptional results. Taking her passion for Real Estate sales and her genuine interest in sharing her expertise to develop others, she was the creator of the Belle Property Academy which has delivered many $1M agents and high performing sales teams.

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