Sales Approaches

You can lose a sale. But you cannot afford to lose a client. A sale is a transaction. It starts and ends with a contract. But a client is a relationship. It carries the potential for referrals, repeat business, trust, and reputation. One lasts for a moment, the other lasts for years. Too many brokers focus only on closing the deal in front of them. They push, they pressure, and when the sale slips away, they move on. What they fail to realize is that a client who feels respected and valued, even if they do not buy today, will come back tomorrow. And more importantly, they will bring others with them. In a market as competitive as the UAE, where choices are endless, the real winners are not those chasing transactions but those building trust. Lose a deal and you have lost a commission. Lose a client and you have lost the foundation of your business. The difference between sales and success is simple: never let the urgency of the deal make you forget the importance of the relationship. #ClientRelationships #SalesSuccess #UAERealEstate #TrustInBusiness #CustomerLoyalty #RealEstateTips #ClientFirst #SalesStrategy #BusinessGrowth

Rethink sales. It’s about nurturing, not just closing. I once watched an AE do something surprising. He talked a client out of a big sale. That client was ready to sign a costly contract. It would have been a big win for us. But my teammate saw the bigger picture. He knew that a long, expensive deal could hurt the client’s business. So, he suggested a smaller package instead. I was shocked. Who gives up revenue like that? A true salesperson puts the client first. The result? The client trusted us more. They stayed with us, and their business grew. Over time, our sales to them increased. They even sent us referrals, knowing we would do right by their friends. This changed my view of sales. Great salespeople are not just chasing deals. They act as advisors. They think long-term, even if it means a smaller commission today. This is how you build real trust. Trust leads to happy customers, repeat business, and referrals in the long run. Honesty is key in sales. When salespeople put their clients first, everyone wins. This is the secret to lasting success. ♻️ 𝗙𝗼𝗹𝗹𝗼𝘄 𝘁𝗼 𝘀𝘁𝗮𝘆 𝗮𝗵𝗲𝗮𝗱.

Special Incentives >> Referral Commisions  In the early days of our agency, I spoke to a potential referral partner who taught me a valuable lesson that reshaped our referral program at Urtasker.  When I asked about referral commissions, the potential partner said: "I'm not interested in any referral commission, but I am more interested in what discount you can provide to clients I send to you."  Initially, I didn't understand, but later, I realized that this mindset was why his client retention rate was sky-high. He was focused on looking for solutions that genuinely helped his clients. We've implemented a similar approach at Urtasker.  By securing special incentives for clients instead of referral commissions, we've significantly impacted our partnerships and client satisfaction: 1. Increased Client Loyalty Clients appreciate the direct benefits and feel more valued, leading to stronger loyalty and long-term partnerships.  They see the immediate value in working with us, enhancing their commitment. 2. Enhanced Trust By prioritizing client benefits over referral commissions, we build trust and a reputation of integrity.  Our clients know we are invested in their success, not just in gaining a referral fee. 3. Better Client Outcomes Special incentives often translate into tangible benefits for clients, improving their business performance and satisfaction.  This approach directly impacts their bottom line, leading to more successful and satisfied clients. 4. Stronger Partnerships This approach is all about collaborative relationships where clients see us as a true partner invested in their success.  The mutual benefits strengthen our partnerships and encourage ongoing collaboration. 5. Competitive Advantage Offering unique incentives differentiates Urtasker from competitors who rely on traditional referral commissions.  This strategy attracts more clients seeking added value, setting us apart from our competition.  By securing special incentives for clients instead of referral commissions, Urtasker has created a win-win scenario that delivers better outcomes for our clients and strengthens our partnerships. This approach reflects our commitment to genuine client success and long-term relationship building.

Almost every week I speak with PartnerTech providers to explore new solutions and capabilities for my Knowledge Hub. It's part of my role - understanding what's available to help my clients succeed. Well, and I'm also simply a tech nerd who loves exploring software. 🤓 These conversations inevitably turn to partnership discussions. And while there's often genuine potential for collaboration, I keep coming back to one core truth: 𝗜 𝗱𝗼𝗻'𝘁 𝗰𝗮𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝗿𝗲𝗳𝗲𝗿𝗿𝗮𝗹 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻. 𝗔𝘁 𝗮𝗹𝗹. This usually earns me confused looks or moments of silence during the call until I explain my reasoning: 1️⃣ My reputation is my business If I recommend a solution that doesn't help my clients thrive, no commission can make up for the damage to my credibility. 2️⃣ Clarity of judgment The moment financial incentives enter the equation, you're compromising the objectivity that clients rely on. 3️⃣ Long-term perspective One successful client implementation is worth more than any referral fee - it builds credibility that brings more clients. Here's what actually motivates my recommendations: ✅ Clear product-market fit ✅ Suitable value proposition ✅ Proven client success cases ✅ Strong implementation support ✅ Responsive partner teams Real partnerships thrive on mutual value creation, not commission structures. Your solution helps my clients succeed. Their success brings more clients to both of us. That's the partnership model that actually works in professional services where trust is paramount. 💡 𝗟𝗲𝘁 𝗺𝗲 𝗯𝗲 𝗰𝗹𝗲𝗮𝗿: Commission structures aren't inherently bad. They can work effectively in many scenarios like supporting mass-market products with clear fit or driving scalable, transactional sales, etc. What's your experience - when have you seen commission structures actually enhance partnership value? #partnerships #b2b #PartnerTech #referrals

What if you could sell AND build lasting client relationships — instead of just chasing the next deal? For most salespeople who run the typical rat race, it starts to wear you down. I’ve watched too many talented sales pros flame out, confusing “always be closing” with genuine progress. There’s a different path — a buyer facilitator approach that emphasizes deeper client relationships rather than quick hits. For example: → Fewer forced transactions → More authentic conversations → Healthier sales process pace All things that preserve both your energy and your love for the job. That’s why we created a hybrid role for our sales consultants. One that incorporates the best parts of selling with the ongoing relationship-building involved with coaching, consulting, and training. When you’re on the brink, remember there’s more to sales than “close, rinse, repeat.” If this resonates, it might be the right time for you to redefine what success as a salesperson looks like to you.

𝗜 𝗺𝗮𝗱𝗲 𝗮 𝗺𝗶𝘀𝘁𝗮𝗸𝗲 𝗼𝗻𝗰𝗲: 𝗜 𝗮𝗰𝗰𝗲𝗽𝘁𝗲𝗱 𝘁𝗼 𝘄𝗼𝗿𝗸 𝗼𝗻 𝗮 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻 𝗯𝗮𝘀𝗶𝘀. Variable Fees? It's a question that often sparks curiosity and skepticism. My answer is usually disappointing. Throughout my career, I initially explored partial commission models (I wanted the project!), convinced they'd incentivize better performance. After all, who doesn't love a little extra motivation? Yet, the truth of variable fees hits you fast. 𝗖𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲𝘀 𝗼𝗳𝘁𝗲𝗻 𝗹𝗲𝗮𝗱 𝘁𝗼 𝗮 𝗻𝗮𝗿𝗿𝗼𝘄 𝗳𝗼𝗰𝘂𝘀, 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗶𝗻𝗴 𝗶𝗺𝗺𝗲𝗱𝗶𝗮𝘁𝗲 𝘀𝗮𝗹𝗲𝘀 𝗼𝘃𝗲𝗿 𝗹𝗼𝗻𝗴-𝘁𝗲𝗿𝗺 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴. As expected, this approach breeds a 𝘁𝗿𝗮𝗻𝘀𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗺𝗶𝗻𝗱𝘀𝗲𝘁, where nurturing relationships takes a backseat to chasing quick wins. My decision to shift away from commission-based work was rooted in my practice's desire for authenticity and sustainability. Now, I accept project fees or retainers, allowing for more explicit expectations and deeper collaboration. The results are clear: • Clients appreciate the transparent pricing, fostering trust and long-term partnerships. • It allows me to invest in understanding their needs without the short-term pressure. • Ultimately, it has increased client satisfaction and referrals, proving that value transcends mere transactions. The lesson? Prioritizing depth over speed often yields more profound results. So, for those questioning the norm, consider this perspective: Your business is a relationship, not just a transaction.

Commission based compensation models are outdated. Why? They encourage salespeople to prioritise closing deals over ensuring long term customer value. They overemphasise immediate wins and overlook customer outcomes and key components of the revenue equation. So, what’s the alternative? Smart companies compensate their people based on customers achieving outcomes. Here are a few ideas to ensure your comp models are more customer centric: TIME TO VALUE ↳ Incentivise quicker realisation of customer value. SUCCESS MILESTONES ↳ Reward employees when customers reach key success points. CUSTOMER ADVOCACY ↳ Reward for turning customers into brand advocates, providing testimonials, or referrals. CUSTOMER RETENTION ↳ Reward based on long term relationships and customer loyalty. CUSTOMER LIFETIME VALUE ↳Incentivise high value, ongoing client relationships. CUSTOMER SATISFACTION ↳ Tie rewards to customer satisfaction or NPS reflecting customer happiness. ALIGNMENT WITH CUSTOMER GOALS ↳ Reward based on how well sales align solutions with the customer’s strategic objectives. Each of these is a better indicator of a “successful” sale as they relate to customers to achieving an outcome. Do you agree with this holistic compensation approach?  Let me know below 👇 Or, follow Kieran Krohn for more.

Sales Beyond the Sale: True Value in Problem-Solving and Long-Term Relationships In today’s competitive landscape, successful salespeople are redefining what it means to truly serve their customers. Instead of focusing purely on closing the deal, the best in the business are prioritizing problem-solving, helping prospects and customers discover new ways to increase profits, and ultimately guiding them toward sustainable success. When salespeople take the time to understand their customer’s unique challenges and needs, they go beyond just selling a product or service. They become trusted partners, working with their clients to create real value. This shift in focus doesn’t just solve problems; it builds long-lasting relationships that go beyond the transaction. The true differentiator in sales is helping clients see where they can make money and improve their bottom line. This means taking the time to educate, strategize, and provide insights that unlock future success for them. When salespeople focus on profit growth, they position themselves as indispensable resources rather than just vendors. Caring for your customers beyond the sale is what unlocks those long-term, trust-based relationships that drive recurring business. When clients feel genuinely supported—not just sold to—they’re more likely to turn to you for their future needs, and will often refer you to others. Building trust in this way isn’t just a smart sales tactic; it’s the foundation for continued success and growth. The key to differentiation lies not in pushing for a quick sale but in focusing on delivering value that lasts. The more you care about the long-term success of your clients, the more likely they are to stick around and grow with you. That’s the true power of a relationship-based sales approach. #SalesExcellence #ProblemSolving #CustomerTrust #LongTermRelationships #ValueDrivenSales #ProfitsAndGrowth

Most lending professionals are building their careers on quicksand. You're grinding through transactions, chasing every lead, focusing on closing deals faster. You think volume equals success. You're networking at every event, collecting business cards, sending follow-up emails that go nowhere. Sound familiar? I see it every day. But here's what 90% of people in this business completely miss: the most successful professionals aren't transaction-focused at all. They're relationship architects. Look, I've been doing this for over two decades, and I can tell you - nobody sells the cash cow. But more importantly, nobody builds a sustainable lending career on one-off deals. Ray Diab's journey from traditional banking to SBA lending reveals the game-changing difference between transactional deals and relationship banking. In this conversation, he breaks down how strategic networking, mastering unconventional business financing, and understanding post-COVID investment real estate trends create sustainable success. Here's the real talk: The brokers who keep sending you deals? They're not doing it because you're the fastest. They're doing it because you've earned their trust and made their lives easier. The SBA and USDA-ready business plans that separate you from every other lender? That's your competitive edge right there. The relationship-building strategies that turn one-time clients into lifetime partnerships? That's how you build a book of business that works for you instead of the other way around. The bottom line: Commission-driven sales kill trust. When you're looking out for your customer's pocket instead of just your own pocket, that's when the real money starts flowing. Ray gets it. He understands that in this business, relationships aren't just nice to have - they're everything. Ready to stop building on quicksand? Watch the full conversation to discover how top performers think differently about lending success. Ray Diab Emily Detor https://lnkd.in/g-pScE7U