Real Estate Forums

San Diego Real Estate · 08-18-2006, 07:41 AM

Advertisers' daily assaults have left some potential customers with a high degree of skepticism. Win over doubting customers by implementing the following tips:

Don't deliver a canned sales pitch. Building rapport creates a connection of trust and honesty with customers. Use open-ended questions to get close to customers. After a few minutes of conversation that creates empathy with your client, focus your dialog on customer needs and beliefs.

Understand your offerings. Nothing makes customers more leery than salespeople who don't comprehend their own products. Know how product benefits will appeal to customers' unique circumstances. Be prepared to share a testimonial from another customer who had the same needs. Knowing your product makes you an authority, and when you show customers you are an expert, they will be more receptive.

Show integrity at all times. Many customers have grown skeptical from disappointing sales and product experiences. However, your integrity will signal to customers to give you a chance. Remember, any breach of trust or an ounce of doubt can blow the sale.

Don't take it personally. Skepticism isn't personal. Accept it as a common defense in response to unfulfilled claims or promises. By building rapport, conveying sound product knowledge and being honest, you're well on your way to defeating skepticism and making the sale.

Compliments of American Home Mortgage Investment Corp

Sandy · 08-18-2006, 09:26 AM

It was very refreshing reading this post. I'd had experience recently of American sales technique which was very harsh and pushy, and I wondered whether this type of sales was the 'norm'. Certainly in my circles in the UK, we concentrate whole heartedly on building rapport with our clients and gaining their trust. Future sales and referrals are more prevalent because of the methods used.

Las Vegas Homes · 10-05-2006, 06:21 PM

Here in the Las Vegas home market, not taking things personally is a big issue. There are so many agents that it is not uncommon for a client to say something in which could be taken personally. In the long run it will not doing anything, so you might as well stay positive and brush it off

Las Vegas Real Estate · 10-08-2006, 11:21 AM

I feel that not delivering a canned sales pitch is key. People can tell when you are readiging a script or saying a line in which you have used 100 times! The best approach in which I have found while working within the Las Vegas home market, is to simply talk to your clients like they are "real people". Listen to them and respond accordingly, don't simply run them over with your sales pitch!

REMAX LV · 11-13-2006, 01:52 PM

The canned sales pitch thing can be tricky! When you deal with a lot of cold calling, as many of us do when aquiring leads off of the internet, it can take effort to make sure that your introduction does not sound "canned". I often struggle with this while working here in the Las Vegas real estate market!

Missouri Real Estate Pro · 11-20-2006, 08:17 AM

I have to agree with Las Vegas Real Estate, if you treat your clients like people (HELLO!!! That's What They Are) then it makes your job easy. It does for me anyway. I enjoy the interaction with my clients, although I have to admit, I do like some more than others, but usually they are all interesting. I try to be polite, know as much as I can about what they want and the rest is just another day at the office.