Introduction to Eames
Who is Eames
Eames is a leasing savant, digital marketer, social media manager, and virtual space expert from Phoenix, Arizona. With 5+ years working in the creative home space he has been able to bring forth a new way to match people with their future homes. Eames loves helping people accomplish the dreams they did not think possible. He embodies sales excellence. Eames core value is that sales excellence is not a priority because priorities shift and values stay constant. This is represented in all of his actions. His professional goal is to create his own real estate firm that focuses on creating affordable housing for those who need it in this ever changing world. When he is not working he enjoys spending time with his wife and riding his Harley Davidson.
Sales Excellence
Why am I passionate about sales? Sales is not about what we sell, sales is about helping the customer see and Achieve what they didn't think was possible. I remember years ago starting my first sales job. The company spent way too much time walking me through all the details of the products and services without focusing on the most important step actually how to sell. This is when I learned why so many sales people are product Centric. The clients that we work with do not care what we are selling. What they are looking for are solutions to their daily challenges. The problem is as a salesperson we don't generally spend enough time with our clients in order to understand their challenges at a much deeper level. That is why I pride myself on sales excellence as a value. Sales Excellence as a value means it is not a priority, priority shift values are always constant. This is what inspires me about sales and what makes sales great, it is not a service or a product that is being sold or bought. It is a conversation with someone to understand the best solution to their problems. Having a passion for sales equates to a passion for truly helping others. Sales is not about what we sell it is about helping the customer achieve their dreams. My belief passion with applied precision.
My Philosophy
“Passion Applied with Precision” My sales Philosophy:
Tell the truth to your client no matter what | There are many situations in the process where this applies. Wether it is a moment where you don’t have the answer, or you made a mistake. Be honest let the chips fall where they fall. Showing this level of transparency will create a stronger relationship with your client.
Always give before you take | When talking with a client I will never ask for anything wether it is a meeting, connection, or a call. Before you ask you must always offer something of value to your client this can be ideas, and support.
Help the client make the best decision for themselves | Sometimes when sitting down with a client they bring you a problem that can be hard to remedy. In this situation I don’t dust off my shoes and move on. Instead, I will sit with them share my own experiences and find a way to solve the problem with them. The sale may not be made but a relationship has formed.
Sell to clients who value the value we provide | In sales nothing causes more pain then wasted time, and lost profit. This is a great example of the “sell the pen exercise” The first question you ask is are you interested? If the response in no move one to the next client. Spend your time working with people who understand the value and you will see the results.
Have a goal and purpose for everyday | “The early bird gets the worm” Start your day early and plan out and prepare the tasks for the day. Doing this will allow you to handle issues that my present themselves and provide 100% attention to your clients. It is never a good day when you work nonstop but feel like nothing was accomplished.
Respect others money and time as if it was your own | When speaking with a client imagine you are in their shoes. Would you spend this money you are asking them to spend? If you cannot say yes, there is an issue.
Humility | Never make any assumptions. I listen more than I speak and, when I speak, I always assume that these very intelligent clients are saying and doing for a reason. We never know the whole story and should always act accordingly.
Act with confidence | Always speak with humility but act as if you belong in the room because you do. You have earned this throughout the years of learning, mistake, and SUCCESS. Clients want collaboration but to also be led by a leader.
Build solutions for clients | When working for a client don’t sell to them. Never be the proverbial hammer that is looking for a nail to hit. You must think long term not short term. Patience, patience, not greed. The clients that we work with do not care what we are selling. What they are looking for are solutions to their daily challenges. We have the power to provide that solution.
Respond quickly | The average attention span for an individual in this age is 3 seconds when it comes to advertising. Max 48 hours after their initial contact was made. If you don’t reach out they are lost and have moved onto the next person. When you receive a message, call, or voicemail the client may not need an immediate response, but it is defiantly nice when they get one. This also frees up your mental energy increasing productivity.
Ask bold questions politely | Most people are too polite and don’t ask the hard questions. These questions uncover the real issues. Not asking these questions means we are not giving the best that we have to offer. Ask the question just to learn how to do it politely and with humility.
Be better and smarter tomorrow than you are today | After every interaction you have with a client. I always ask myself two questions: “What did I do right?” What would I do differently?” This accelerates learning and builds confidence for the next sales interaction.