So, in this article we have separated some current discussions about new real estate sales techniques and the differences between them and traditional techniques. We have put together 5 techniques that will help you understand the sales process and improve your results.
What are sales techniques?
Sales techniques: illustration of a speech bubble with five stars in the center.
Sales techniques are tested and validated strategies and usa mobile number that aim to increase the number of sales taking into account the entire sales process: prospecting, negotiation, closing and after-sales.
It is very common for companies today to have the sales process subdivided and for there to be specialists at each stage, as this process has become increasingly complex, especially with the possibility for consumers to stay informed about product varieties and the market thanks to the internet.
What many construction and development companies try to do when looking for a real estate CRM and offering a lead base to real estate agents is precisely to reduce the number of sales stages (such as qualification, for example) so that this professional can focus on negotiating and closing the sale.
In the book “Predictable Revenue” by Aaron Ross and Marylou Tyler, some questions are raised about this division into stages. The book also talks about techniques such as content production as a lead qualification factor. To learn more about Predictable Revenue, see the book review here:
Selling is not just closing a deal
Prospecting is selling, nurturing leads is selling, and after-sales is selling! In other words, at any stage of the process you are trying to sell something. Be it a property or an idea. Keep in mind that the idea you want to sell is to sell. It is no wonder that successful brokers point out, as one of the secrets to a promising career, focusing on customer experience and satisfaction.
In other words, you need to offer solutions, not products. That's why a lot of research is needed to connect some dots:
Knowledge of the market and trends: Know which regions have the best cost-benefit, draw up lifestyle profiles for each region, analyze the purchasing journey of people who have already purchased properties in each region;
Property characteristics: focusing on the microenvironment, you need to be aware of the positive and negative points of each property to know what you can offer as a solution;
Advantages for the client: with the client's needs clear, you can know which property will bring the most advantages to them.
Understand that the basis of sales techniques is to master several areas of knowledge and know how to combine them to reach a solution. That is why a sales methodology has gained prominence in recent years, especially in the real estate market: consultative sales .
Consultative selling: one of the main sales techniques for real estate agents
Before making a purchase, you probably use the internet to research the product: prices, reviews, stores, etc. Searching online has increasingly become a decisive step in the purchasing journey: in Brazil, 93% of people do online research before making a purchase. ( State of Search Brazil 2 ).
It’s no different with real estate. Nowadays, your client has access to all kinds of information and you, as a real estate agent, now have another role in the purchasing process: that of a consultant.