Real estate sales techniques

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Real Estate Sales Techniques

description

It helps to improve your selling skills in real estate and helps to teach how to interact with customer in proper manner.

Transcript of Real estate sales techniques

Page 1: Real estate sales techniques

Real Estate Sales Techniques

Page 2: 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.

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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.

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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

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Relationships With Customer

Commongoals

Commitmentto mutualfulfillment

Socialsupport

Mutualtrust

Opencommunication

Personal Relationships

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Relationships With Customer

Commongoals

Commitmentto mutual

gain

Organizationalsupport

Mutualtrust

Opencommunication

Customer Relationships

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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

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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

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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)

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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

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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

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