An article recently published by a nationally recognized Real Estate publication starts with, “Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or the largest company.”
The author goes on to talk about, “....the warm-up period....”
.
What the heck?
Cars get warmed up, computers boot up....And people warm up at the same speed you find common ground with them, build a relationship, a friendship with them.
Personally, I love the fact that “Sales is a Broadway play put on by a psychologist.”
But....It isn’t “small talk” that builds relationships....Relationship building is actually the BIG stuff, the IMPORTANT stuff.
My experience is that people like to buy, but seldom like to be sold.
Yep, folks seldom like to be sold....anything.
When working with Buyers, my responsibility is to help folks figure out what best fits their needs, then stand back and let them buy. Facilitate the transaction, of course, but for the most part....Let their heart lead them home.
When working with Sellers, I help folks figure out WHY they want to sell...believe me, it’s not as simple as it sounds....Then market their home....communicating to Realtors, agents, (yes, there is a difference) and consumers about the key features of the home....the neighborhood, the schools, general location, proximity to parks, largest employers, shopping....Make sense?
Hey, you want someone to SELL you a home... We may not be your best choice. No hard sell, no pressure....we have fun.
Market your Kansas City home? Yep, we’re the guys for the job....Just ask our clients...Most of them are now our friends.
The author goes on to talk about, “....the warm-up period....”
.
What the heck?
Cars get warmed up, computers boot up....And people warm up at the same speed you find common ground with them, build a relationship, a friendship with them.
Personally, I love the fact that “Sales is a Broadway play put on by a psychologist.”
But....It isn’t “small talk” that builds relationships....Relationship building is actually the BIG stuff, the IMPORTANT stuff.
My experience is that people like to buy, but seldom like to be sold.
Yep, folks seldom like to be sold....anything.
When working with Buyers, my responsibility is to help folks figure out what best fits their needs, then stand back and let them buy. Facilitate the transaction, of course, but for the most part....Let their heart lead them home.
When working with Sellers, I help folks figure out WHY they want to sell...believe me, it’s not as simple as it sounds....Then market their home....communicating to Realtors, agents, (yes, there is a difference) and consumers about the key features of the home....the neighborhood, the schools, general location, proximity to parks, largest employers, shopping....Make sense?
Hey, you want someone to SELL you a home... We may not be your best choice. No hard sell, no pressure....we have fun.
Market your Kansas City home? Yep, we’re the guys for the job....Just ask our clients...Most of them are now our friends.
RE/MAX sells more homes than any other real estate company.
For a reason...should we talk?
Blog post written by the Dowell Taggart Team of RE/MAX Premier Realty
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