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"Getting to Hell Yes! Live with Demetrios Barnes Multi-Proptech Entrepeneur"
Season 1 Episode 16
In sales, few moments rival the satisfaction of hearing a buyer say, “Hell yes!” It’s more than closing a deal—it’s about building trust, solving problems, and aligning with buyer needs. Demetrios Barnes, COO of SmartRent and founder of Fenix Group, has mastered this art. Through his work in PropTech, Demetrios shares transformative strategies for overcoming sales challenges and achieving consistent success.
Demetrios’ Journey in Sales and Innovation
Starting as a leasing agent, Demetrios discovered a passion for solving real estate challenges. He revolutionized property management systems as VP of Technology at Invitation Homes and co-founded SmartRent, a leading smart home automation company. His consulting firm, Fenix Group, advises PropTech leaders on aligning solutions with market demands.
For Demetrios, “Getting to Hell Yes!” means showing buyers how your solution clears obstacles to their goals.
Key Challenges in Modern Sales
Demetrios identifies three common barriers to sales success:
- Disconnected Messaging: Using language that fails to resonate with buyers can signal misunderstanding and erode trust.
- Misaligned Pitches: Generic sales approaches overlook the unique needs of multifamily housing, single-family rentals, or Build-to-Rent markets.
- Chasing Big Clients: Large clients often involve long sales cycles. Smaller, agile clients can drive quicker wins and momentum.
The Hell Yes Approach
To convert hesitant buyers into enthusiastic partners, Demetrios emphasizes:
- Listening Deeply: Understand buyer pain points before proposing solutions.
- Flexibility in Early Deals: Build trust with early clients, even at a cost, to establish credibility.
- Discipline: Stay true to your core value proposition, avoiding distractions that dilute your focus.
Building a Repeatable Sales Model
Demetrios’ success with SmartRent offers a framework for scaling sales:
- Exceptional Customer Experiences: Deliver solutions that create lasting value and lead to referrals.
- Scalable Processes: Standardize workflows to handle larger projects efficiently.
- Confidence in Pricing: Early concessions build credibility, while proven results justify premium terms.
Takeaways for Sales Success
- Understand Your Buyer: Learn their language and priorities to build trust.
- Focus on Early Wins: Agile clients help establish momentum and credibility.
- Prioritize Results: Delivering value drives referrals and long-term growth.
The Mindset for Success
“Getting to Hell Yes!” is about aligning so closely with buyers’ needs that saying no becomes impossible. Demetrios’ journey proves that success in sales starts with understanding, discipline, and delivering real value. Whether you’re building a startup or scaling your team, his insights offer a roadmap to long-term success.
Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:
https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5T
https://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174
Published on 1 year ago