The real estate market offers good business opportunities and, even in times of crisis, can yield great results for those who know how to apply the correct techniques in approaching sales with customers and meeting their expectations in relation to the items and conditions offered in the negotiation.
Therefore, in this post, we will point out 5 common mistakes among realtors that are made in approaching the client and we will present ways to overcome them, giving very practical tips and directed to the first contact with the buyer, so that you can extract the greatest possible results from your sales techniques.
Underestimate the customer before getting to know him more closely
A big mistake made at the time of many sales approaches, is to treat customers all the same or underestimate a customer, using a tone that knows more about a real estate solution, without first knowing what level of knowledge the customer himself has to regarding what will be treated.
Therefore, it is always necessary to “feel the client” beforehand, to talk to him at least a few minutes more closely, to know exactly which approach should be taken. Many clients speak more than equals to brokers, understanding prices, markets and options and not conducting negotiations in the sense that the seller necessarily knows more than he does. Although, as a differential, he always expects the seller to add some information or value that he did not have before, showing him an advantage in the purchase.
Do not listen to the customer
The salesperson needs, above all, to learn to listen to his customer, give him time to speak and explain correctly what he is looking for, because the solution and the most attractive offer is not always the one that has been thought from the beginning. Listening to the customer is also important to understand their conditions, adjust financing contracts and propose businesses that are truly within their reach.
As much as you know everything about the product and want to sell it, it is important to listen to the buyer’s requirements, his style (to be able to use a more appropriate language) and also the reasons that led him there, maybe you had a sales idea, but you need to change it to have a better chance of doing it.
Don’t show interest
Unfortunately, there are still salespeople who value only a specific type of customer and this can be a determining factor in making a sale or not. If you work for a company and it has designated a sale outside of your “standards”, do not decrease the quality of its service. Showing interest in the client’s needs is essential, be open to questions, explain, and talk openly.
It is worth remembering here that you must be solicitous and not be angry just because that sale is not in your interest (sometimes because it has a very low commission value and is very laborious). Always treat the customer well, he may come to do new business in the future.
Don’t make processes look less bureaucratic
A somewhat common idea in the minds of many buyers is that purchasing a property and carrying out all the analysis and paperwork is always very bureaucratic. A common mistake of some brokers is not to fight this idea. It is necessary to apply techniques that make the client see the business opportunity at his fingertips.
Nowadays the vast majority of properties are sold by financing to the final consumer, making it possible to finance the real estate itself, solving everything in one place. So, you make the processes less bureaucratic and increase the chances of closing the deal.
Abandon the client at any stage of the negotiation process
In general, the client never usually looks for just one real estate company, having the competitor’s options at his disposal. Therefore, to remain engaged with the purchase, he needs to be accompanied in all stages of the negotiation, have the information he needs quickly and have his questions answered in a timely manner. That is, it should never be left in the hand.
So, do you already apply correct sales techniques in your approach or face any of these errors in contact with your customers? Still have questions about how to overcome them or any experiences you want to share? Leave your comment.