The Art of Sales: Tips and Tricks
In the real estate industry, selling and closing sales are both integral elements to many real estate professionals. While selling may seem like a daunting task to accomplish, there are many tips and tricks which can facilitate the process and set your mind at ease. Let’s dive into 3 of them today.
1. Interaction
At the core of real estate sales is knowing what your client wants and needs. In order to best understand their needs, you need them to trust you and believe in both your ability to find them their ideal property and your desire to help them make a good decision. Make the process of meeting their needs one that is personal and don’t make them feel as if you’re only after their money. Understand your client as a person and get to know them. Building rapport can increase their trust in you and lead to more favourable attitudes toward you. As you get to know your client better, don’t rush into closing the sale for the fear of not being able to do it. Instead, test the waters from time to time to see how they feel about the deal and when you’re able to get a more certain read on them, close the sale when you see the opportunity.
2. Knowledge
In order to be able to sell, you need to know both your client and the product which you are selling. Read widely and stay updated on property demands and trends. If you demonstrate experience and a breadth of knowledge in your field, your client is likely to perceive you as more trustworthy and be more open to tap on your expertise when looking for a certain property. Networking can expand your database of knowledge along with asking questions to find out more. Don’t be afraid to ask around and to chat to people who may be able to broaden your horizons. Lastly, don’t forget to make sure that your client is aware of the value-add you can provide through your experience and your knowledge. Both obtaining knowledge and knowing how to use it are important to the selling process.
3. Goal-Setting
To close a sale is a goal in itself but it is also important to not only keep the goal in mind but also to create smaller checkpoints to work towards. Make sure to handle client queries, doubts, objections and rejections as you work towards refining the search for the ideal property and closing the deal.
With these tips in mind, take some time to reflect on how you’ve been working towards sales and what you can do better! If you’d like to work in a team with years of experience closing sales and learn more tips and tricks on the job, feel free to reach out to us. At BCD, our focus is YOU.
