Build Your Sales Skills

Tuesday, December 8th, 2009 | Uncategorized

Hey, Derek here. You gotta see this. How many people do you know who could use some advice on their sales technique? Pass it on.

What about you? Do you find yourself talking too much when you tell people what you do? Look for the glazed look in their eyes, or watch for one eyebrow to go up. Are you trying too hard to keep it brief? Watch for a really confused look on their face. If you’re trying to score a deal, you need to make sure you open the door effectively, or you might have it shut in your face before you know it.

When you’re talking to someone who needs to sell their home, try to put yourself in their shoes. These are people who are in over their head. Whether it was their fault or the economy’s fault, the stress level is still unreal. The prospect of homelessness is hanging over their heads, and they need to avoid that. Nothing else matters to them at that point.

Most people really have no idea what to do on the day that they get that Notice of Default. Imagine that deer in your headlights on a dark country road. You have more power to avoid an accident than the deer does. That deer is frozen. He’s not thinking about the fact that there might be more than one option for him. All he knows is that there’s this unfamiliar situation going on, and he’s scared.

The more you can steer your conversation toward “What’s the situation?” and “Here are your options,” the more they’ll be able to keep their head focused on solutions instead of problems. They’ll be more likely to see you as a possible solution.

For more specific advice on encouraging the seller to do business with you, sign up for a free Silver Access Membership in our coaching program. At Strategic Real Estate Coach, we’re here for you with lots of great advice and support when you’re trying to open doors for your business.

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