Don’t lose another sale because of this…

This week, I met the homeowner of one of the custom home builders I work with. The project is just starting. The homeowner was relieved to have found this home builder. Why? Because this custom home builder was able to put the homeowner’s mind at ease. He did what other builders weren’t able to do.  He presented his communication practices. He confidently addressed the customer’s most pressing question, “How do you keep track of all the details on our project?”

So when your potential customer asks you this question, what do you say? Do you have a RELIABLE project communication system to track the details? If you are relying on your memory, you are flying by the seat of your pants! Your reputation hangs in the wind!

Personal Responsibility

If we feel resentful or victimized in an interchange or by a lack of a response, we need to ask ourselves three critical questions. What’s my unfulfilled expectation? What goal did I have that I am disappointed or frustrated about? What do I need to say that I am not saying?

When communication breaks down how do we reestablish trust? It is personally challenging to recognize our contribution to the breakdown. Contrary to thinking that it may weaken our position, it strengthens us, and has the benefit of silently inviting the other party to step up and own their contribution to it. Whether they do or don’t, we have. We gain peace of mind and our integrity and personal power remains intact.