2. Overview
We found this great for effective selling and think
that this presentation is so important for People who
sell Real Estate for a living as well as for their
customers. The key factor here is that selling is about
creating a good relationship with your buyer and you
should love what you do so that you develop great
relationships that last.Real Estate market we probably
know this better than in many other markets.
3. Points To Selling Techniques
People love to buy, but hate to be sold
Believe in your product.
Say the right thing on a continual basis.
Don't use the tired phrases and wording that everyone else is
using.
Think service, not sales.
People buy on emotion and later use logic
Sell what you know.
4. Characteristics Related to Sell
Trade Selling
Age, Maturity vs. Youth
Empathy (understanding/compassion) vs.
Aggressiveness
Knowledge of customer and business methods
Technical Selling
Education and Intelligence vs. persuasiveness
Product and customer knowledge – usually gained
through training
7. BUILDING RELATIONSHIPS
Become genuinely interested in others
Smile
Remember names
Be a good listener
encourage other to talk about themselves
Talk in terms of other’s interest
Make others feel important
8. Presentation Skill Front To Customer
Pre-approach preparation adds value
Presentation plan adds value
Outstanding service adds value with;
friendly approach
customer centered presentation
effective demonstrations
win win negotiations
timely close
after sale service
9. Question Ask To Customer
Information-
gathering
questions
Probing
questions
Confirmation
questions
“How many miles per year do
you drive your company car?”
(auto leasing)
“What type of image do you
want your advertising to project
to current and potential
customers?”
(newspaper advertising)
“Do you see the merits of
purchasing a copy machine with
the document enlargement
feature?”
(office copy machine)
10. USING DEMONSTRATIONS PRODUCTIVELY
WHY
• improves communication
• improves retention speed
• proves buyer benefits
• feeling of ownership
• confidence
• saves time
WHAT
• product, models, samples
• product, models, samples
• photos, illustrations, reprints
• portfolio, graphs, charts, tests
• testimonial, guarantees
• computer printoutas, audio,
visuals
WHEN
• as a product
approach
• to prove benefits
• to overcome
objection
• to strengthen
close
• to service the sale
11. Duties owend to your client
1. Usually based on law/regulation/custom
2. Six primary “fiduciary” duties
a. Loyalty
b. Keep personal information confidential
c. Obedience
d. Reasonable skill & diligence
e. Disclose all known facts
f. Accounting for money & documents