real estate sales techniques
DESCRIPTION
This will helps you to improve your sell skills in real estate and also helps you to how to interact with customers.TRANSCRIPT
Real Estate Sales Techniques
Overview We found this great for effective selling and think that this presentation is so important for People who sell Real Estate for a living as well as for their customers. The key factor here is that selling is about creating a good relationship with your buyer and you should love what you do so that you develop great relationships that last.Real Estate market we probably know this better than in many other markets.
Points To Selling Techniques
People love to buy, but hate to be soldBelieve in your product.Say the right thing on a continual basis.Don't use the tired phrases and wording that everyone else is
using.Think service, not sales.People buy on emotion and later use logicSell what you know.
Characteristics Related to Sell
Trade Selling Age, Maturity vs. Youth Empathy (understanding/compassion) vs.
Aggressiveness Knowledge of customer and business methods
Technical Selling Education and Intelligence vs. persuasiveness Product and customer knowledge – usually gained
through training
Relationships With Customer
Commongoals
Commitmentto mutualfulfillment
Socialsupport
Mutualtrust
Opencommunication
Personal Relationships
Relationships With Customer
Commongoals
Commitmentto mutual
gain
Organizationalsupport
Mutualtrust
Opencommunication
Customer Relationships
BUILDING RELATIONSHIPS
Become genuinely interested in othersSmileRemember namesBe a good listener
encourage other to talk about themselvesTalk in terms of other’s interestMake others feel important
Presentation Skill Front To Customer
Pre-approach preparation adds valuePresentation plan adds valueOutstanding service adds value with;
friendly approach customer centered presentation effective demonstrations win win negotiations timely close after sale service
Question Ask To Customer
Information-gatheringquestions
Probing questions
Confirmationquestions
“How many miles per year doyou drive your company car?”(auto leasing)
“What type of image do you want your advertising to projectto current and potentialcustomers?” (newspaper advertising)
“Do you see the merits ofpurchasing a copy machine withthe document enlargementfeature?”(office copy machine)
USING DEMONSTRATIONS PRODUCTIVELY
WHY
• improves communication• improves retention speed• proves buyer benefits• feeling of ownership• confidence• saves time
WHAT
• product, models, samples• product, models, samples• photos, illustrations, reprints• portfolio, graphs, charts, tests• testimonial, guarantees• computer printoutas, audio,
visuals
WHEN
• as a product approach• to prove benefits• to overcome objection• to strengthen close• to service the sale
Duties owend to your client
1. Usually based on law/regulation/custom2. Six primary “fiduciary” duties
a. Loyaltyb. Keep personal information confidentialc. Obedienced. Reasonable skill & diligencee. Disclose all known factsf. Accounting for money & documents