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The concept of “Face” is an integral part of the Asian mindset. Everything revolves around face. One is either giving, saving, or losing face. Face refers to social standing, reputation, influence, dignity, and honor. We can all benefit from understanding the power and importance of FACE.

Facebook gave each of us face. How we portray ourselves in this and on all the other powerful social platforms will affect how we connect, present, sell, and close new homes today and into the future.

Being able to connect quickly over all these different mediums will be the difference in the buyer wanting to work with you or someone else. These connecting skills work over the phone, virtually, and in person. The ability to quickly assess each buyer will tell you how to communicate, what to present, and how to move the sale forward to a successful close. This is truly understanding the concept of face. Today we must connect with buyers based on generations and cultures but also on personality. The core values that each group places on lifestyle, location, and leisure gives us the information we need to best help them and how to communicate differently with each group.

Neither FaceTime, virtual tour, nor Zoom matter until you embrace the concept of face. We get to decide what we show the world, yet many don’t stop to analyze the message they are sending to their buyers. Even company websites must re-examine what they project and communicate to potential prospects. As a result of today’s social media environment, each individual, group, and company get to decide what they show the public. Some generations adapt to pictures, posts, FaceTime, and selfies more easily than others.

Even though who we are socially is critical, it is the true sales skills added to the social platforms that are equally as important. The three greatest compliments we can receive from our buyers are:

1) “You are so good at this. You must really love what you do.”

2) A referral. Buyers don’t refer their friends unless they trust the “face” you have shown them.

3) They associate their face with yours on their personal social platforms.

To survive and sell successfully in 2021 and beyond, you will have to adapt and incorporate your personal brand, i.e., your face, into your posts and be willing to let the world see you in action doing what you love in your personal as well as your business life. Be brave, reinvent yourself, and when the market shifts, practice new techniques and don’t lose heart. Once a Salesperson, always a Salesperson, even Virtually. So, rise up to sell another day, shine no matter where you are physically, and carry on virtually today as long as you put your best “Face” forward. Passion still transfers over the phone, in person, and virtually. Compassion, Face and sales skills plus the courage to carry on virtually will prepare you for the future and guarantee your sales success no matter what is happening in the universe.

About the author…

Mar’Sue Haffner is Partner & National Sales Trainer at Sales Solve Everything. She is a captivating and experienced Speaker and Trainer who offers a unique global perspective gained from her travels around the world. Her style is sincere, fresh and fun, and her audiences benefit from her authentic experiences. Mar’Sue is a Toastmaster and Keynote Speaker, having addressed countless crowds at National Sales and Marketing Councils across the country, Wordbook Encyclopedia, The International Builders Show, as well as local and national home builders.

Mar’Sue’s latest keynote is entitled “A Passionate Pursuit: Life, Liberty and Legacy”. Her favorite seminars to present are those which have the greatest impact on sales results including: Stop Being Out Negotiated; Psychometric Selling; Sensitivity and the Multi-Cultural Buyer; There is Power in Personality, Selling is a Romance Language, The Cheat Codes of New Home Sales and The Story Behind the Lines.

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