Real Estate Sales
« Previous EntriesHandling Objections
Wednesday, June 25th, 2008Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.
If you find this hard to believe I strongly recommend you read the book “Making Major Sales” by Neil Rackham. It actually makes me laugh when I look at all the […]
“Hype” Marketing, Discounts and Low Price
Monday, June 23rd, 2008We all know that big deals, discounts, 20 percent off, short time only etc creates HYPE in the market place. When it comes to selling we also know that if we ask many people to buy something the “law of averages” says one in every four will.
Therefore we are constantly being bombarded on TV and […]
Sales Presentations
Saturday, June 21st, 2008At the risk of repeating myself I want to cover “Sales Presentation” or Sales Presentations” again.
Most professional sales people know what a sales presentation is but most sales people prepare one and deliver it before finding the facts about their customer.
If you are in the business of “Making Major Sales” ( a sale that requires […]
Popular Smartphones
Tuesday, June 17th, 2008Do you use a “popular smartphone”?
I guess most salespeople do, however PLEASE do not let it ruin your chances of making major sales. There is a serious problem out there and it is very disturbing.
I was in Melbourne Australia a while back and I was having breakfast at a popular cafe at 7.30 am. Next […]
Super Sales Profile
Friday, May 23rd, 2008Over the last six months Real Estate markets have been getting a pile of bad press. The USA market has been tough with lots of forced sales and the UK has taken its biggest dip for quite some time with the greatest amount of foreclosures seen in years.
However common sense is prevailing with the general […]
Relationship with phones
Sunday, April 20th, 2008Here is a very good sales tip or two:
There is only one thing worse than a salesperson entering an interview with a customer and a live mobile phone. That happens to be a salesperson who does not call a client back after making a promise.
In my experience the worst offenders are real estate agents. They […]
Establishing Customer Interest
Saturday, March 29th, 2008How do you establish if a prospect or customer is interested in your product or service?
It is quite simple really…….LISTEN!
Never interrupt the customer while they are talking, if the customer interrupts you let them finish. If you do all the talking and the customer says nothing you are talking yourself out of a sale.
Encourage your […]
A Missed Sale in Real Estate
Friday, March 21st, 2008I was speaking with a property developer today who told me this story.
Recently a young business person sold his company for a very large sum of money. I do believe his share was in many millions.
He and his wife now had the money to buy a new property. They visited a local agency and spoke […]
Follow the lead
Wednesday, March 19th, 2008How many times do you buy an expensive product from someone and never hear from them again?
Would it not feel great if you got a phone call a couple of days later from the person who sold you that new car or new Plasma screen?
Customers love to feel important yet we sales people want to […]
Sales Techniques
Friday, February 15th, 2008Here is some real controversy.
I had a recent conversation with a real estate agent and was told in no uncertain terms there was a difference in skills required between selling houses and selling automobiles. I asked about selling aircraft and was told yes it is different. If we consider selling a house must surely be […]