A Google search on sales techniques or strategies (including more specific searches like a search on real estate sales technique or prospecting techniques or marketing tips or motivation strategies) will yield over a million results instantly. Even with so much information at your finger tips it is not any easier to perfect your sales techniques or advertising techniques. Even when you refine your search to terms like sales closing techniques, motivation techniques, presentation techniques, sales skills, and so on, it is rather hard to narrow down your search any further from among the million odd articles.
A Crisis of Individuality
The more one depends on the strategy ‘gurus’ or experts whether online, in books or wherever, the more one loses that individual touch, those carefully tested out personal skills and strategies. And it is this quality—individuality—that is very important in the environment we now live in—one of extreme competition. Your buyer would be looking out for that something extra, something off the beaten track, as it were. There are going to be numerous conventions, seminars and the like; breeding conformity. The gut feeling that makes you successful is your key to success. The important thing is to follow your instincts rather than just to blindly emulate “professional “ sales advisors.
Pick and Choose
That is not to say that all such sales tips should be avoided—far from it. Do learn from as many sources as you can but without forgetting yourself, because that is what makes you different from the rest of the crowd. Business depends on trust. So it is important to focus on your human side. Only then can you convince the other person that you will help them meet their needs. As some put it, “the trust factor is the bedrock to any sales or selling relationship”. It is here that modern sales strategies fail. Their failure lies in their negligence of the human elements. To be convincing and to build up trustfulness, you must focus on your own personality rather than worrying about various external factors.
The focus, and we simply cannot say it too many times, should be on making your buyer feel comfortable and building trust. Selling is essentially, when reduced to its most basic precepts,a pact between two likeminded people or parties. Let us also not forget that trust goes a long way.
The same buyer, if and when convinced and satisfied with you and the sale, will come back and may also bring referrals.
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