More often than not, real estate agents lack the strategy and the confidence to nail a sales pitch on a consistent basis. Why do they struggle? Do they lack training? Is it merely because they have not yet discovered the secrets to successful sales?
It is rare that you will encounter topics being discussed in conventional sales training about psychological barriers that can restrict sales success. Anticipating what is going on in the client’s mind can help you shake them off and lead them to the direction you want them to go.
Here are ideas for your master key to successful sales:
Bring Out Positive Emotions
Sales is all about decision making. If a client does not feel positive about buying a product or service being pitched at them, they will never make a deal. They buy because of their emotions rather than on facts. So, how do you evoke these positive emotions from them?
The very first thing to do is to instil a memorable experience. Be courteous and polite in asking about what they want and attentively listen to their needs. Always establish eye contact. Also, you need to probe. If you need to ask about the client’s bad experience with the previous representative, to know what gap to fill, do so. Personalize your approach. If you know your client is a doctor, and you went an extra mile to look for a property that is near their job, it is more than enough to make them feel positive toward not only the business but also you. Alternatively, you can simply add on a joke or a punch line that can make them laugh at the start of your sales pitch.
Psychologically speaking, people will always put up barriers because of a lack of trust. For your clients to trust you, you have to build a rapport and connection with them. The first tip says it all on how. Next, you have to show respect by also respecting their time. Also, you have to show that your communication is open. Be flexible and always keep your commitment. You can even offer social proof, like adding them in Facebook or Twitter, to establish credibility and show them a glimpse of who you are as a person with your family and friends.
Unconsciously, even after having a great feeling about a product, they will always go back to rationalizing whether or not they will buy. Why? Because logic will be the last puzzle that assures them they made the right decision. Checking their list, whether the home as well as all the essentials they need, such as a loft, a veranda, etc., should all pass their criteria. Being consistent in making sure you had the property checked if it contains all their checklist or having a rebuttal ready, just in case it missed one, will lead you to a successful sale.
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