Real Selling For Real Estate Professionals

This event has been canceled

Room 307. Registration required. Companies invest many dollars in office space, computers and support personnel for their sales force. Hours are spent making sure the Sales Associate understands all the features of the computer system, as well as the law. The investment of advertising causes interest and the sales force attacks! When they display a low closing ratio, closing techniques are thought to be the answer. According to Tim, closing is only ¼ of the sale! Tim teaches the AIDA sales formula. Attention – Successful salespeople begin by putting the customer at ease with a brief time of building rapport. Tim explains how to ask the questions necessary to relax both the salesperson and the customer. Interest – Within moments of meeting and relaxing the customer, the Real Estate Professional gracefully determines the customer’s authority and ability to buy or list. Too many Real Estate Salespeople waste their time with the wrong person, or worse, with a customer who can’t buy or list. Tim reminds listeners that the commission on that is ZERO, by the way. The Real Estate Professional then determines, through listening carefully to the answers to a strategic line of questions, exactly what the customer’s expectations are. Real Estate Salespeople are reminded to focus on the likes, dislikes, wants, needs and budget of the customer. Desire – Tim teaches salespeople to sum up their entire presentation into one short customized phrase at this point, then prove their claim. He explains how to strategically use sales aids such as brochures, and how to demonstrate the property. Salespeople are reminded to sell only what the customer wants to buy, even though the salesperson may know volumes of information about the property and the neighborhood. When making Listing Presentations, Salespeople learn to apply the same principles of customizing their comments to the expectations of the buyer. Throughout the presentation, the salesperson constantly seeks the ‘affirmation’ of the customer on the features the customer found important. Additionally, Tim teaches salespeople how to ‘read’ the customer and how to know when to close. Action - The close! Real Estate Professionals are reminded of the importance of a three-step close. First they test the effectiveness of their presentation by asking if they have proved their claims about the property or about their uniqueness as the Listing Agent. Next, they ask the customer if this is the property for them (or if this is the listing arrangement for them). Finally, they ask the customer to buy the property (or list their property). High pressure is never needed when all the steps are followed. The entire process makes so much sense that seasoned Real Estate salespeople feel a confidence they may not have had prior to following AIDA. Brand new salespeople feel confident, because they understand the ‘steps’ involved in selling and listing. Companies benefit because their properties and listing services are successfully presented in a logical manner, eliminating the annoying “high pressure” tactic.

Speaker(s): Tim Dannelly

Co-Sponsor(s): Archdale Trinity Chamber

Fee: No Cost