Issue link: https://read.dmtmag.com/i/684297
JUNE 2016 23 THE JOURNAL R E C E N T C L O S I N G S $34,000,000 Suburban Chicago, non-recourse Bridge Loan with earnout. $11,500,000 Des Moines, Iowa. 4 park portfolio. Regional bank lender RQD\HDUƓ[HGUDWHRIMXVWRYHU. $6,000,000 Cedar Rapids, Iowa was IXQGHGIRU)LYH6HDVRQV0+3 $6,300,0005HQWDO+RPH3RUWIROLR KRPHV\HDUWHUP Drastic New CMBS Market Rules are Coming! Close Your CMBS Loan This Summer! By the end of this year new CMBS rules will curtail your access to new loans and WKHFXUUHQWIDYRUDEOHPDUNHWLQWHUHVWUDWHV:HDUH\RXUƓQDQFHH[SHUWVFRQWDFWXV LPPHGLDWHO\ WR ORFN LQ \RXU IDYRUDEOH UDWHV DQG WR HQVXUH WKDW WKHVH ƓQDQFLDO LQVWUXPHQWVZLOOEHDYDLOEOHWR\RX WE CLOSE LOANS! ABOUT MAVERICK 0DYHULFN &RPPHUFLDO 0RUWJDJH ,QF DUUDQJHV D ZLGH YDULHW\ RI FRPPHUFLDOUHDOHVWDWHORDQVUDQJLQJIURPWR IRULWVPLGGOHPDUNHWUHDOHVWDWHGHYHORSHUDQGLQYHVWRUFOLHQWV $1M+ MHP Loans Acquisition Loans 5HƓQDQFLQJ/RDQV Finance Co. Loans $SDUWPHQWV Industrial Bridge Loans )L[HG/RDQV Mezzanine Loans 2IƓFH Self-Storage 0L[HG8VH :HƓQDQFHDOOSURSHUW\W\SHV Please contact Ben Kadish at 312-268-6000, 312-953-4344, or at ben.kadish@mavcm.com No. 10 on Get It Quick Page Most customers would really want to believe salespeople. But, they've been burned often enough not to let that happen. And that's why salespeople make the mistake of trying to over- come distrust by "playing the part," offering phony friendliness, or exaggerating their sales. All of that only further complicates their predicament. Happily, there are salespeople who refuse to be tainted with the questionable practices of their less than reliable peers. They know the value of being viewed as trustworthy. Here are seven ways to go about creating credibility and establishing trust: 1. Never let customers' doubts taint you It's a fact: customer distrust creates a long tail. It doesn't go away. If that sounds like an overre- action or exaggeration, it isn't. It becomes a part of your "resume" and no matter how you try to paint a different picture or how often you jump from one "opportunity" to the next, it's still there. Anything that causes customers to question a salesperson's integrity does damage. It's the stuff that builds negative reputations are built, and in an increasingly transparent world, its stays as close as a dark shadow on a moonlit night. There's no place to hide today. 2. Nothing is perfect The biggest hurdle salespeople face is failing to think like a customer. So preoccupied with how to get a sale, they ignore what customers are thinking: they know the downside to whatever they buy— whether it's a home, a car, a vacation package, or a particular cereal. Customers know nothing is ideal or flawless and it's a mistake to paint what you sell with perfec- tion. Being open and objective are the big steps in building trust. This is true, whether low-cost or high-priced. There's always a downside to what you are selling. Even if it's minor, don't try cov- ering it up or pretend it doesn't exist. Address it and turn it into an advantage by pointing it out. It shows customers you're honest and fair. 3. Create a collaborative climate Every salesperson runs into customers with un- realistic expectations, who are always angling to get more, and who often choose confrontation rather than collaboration. They push as hard as they can to win a concession. But even with all that pressure, sales pros don't give up. When they run into a barrier, they're ready: "I appreciate your concern. If we can find a way to overcome that Want To Be A Salesperson Customers Trust? BY JOHN GRAHAM SALES MARKETING \ 27