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When purchasing something, you could really go hot and cold all depending on your mood. You even have a list of needs before proceeding to check out. Like, you want something credible, functional, low price product with a good two (2) year warranty assurance.
What other factors affect your merchandise buying decision? Hmm, the salesperson looks confident and must have put a lot of effort presenting the products. His words are so trustworthy; I think I really should buy that one.
Preparation Stage – Things to Think about Before Presentation
Imagine putting yourself in your customer’s shoes. Every salesperson must have become buyers, too. What could entice them to buy your property? Here are some tips from real estate successful people to guide you.
1. Identify and Talk with the Decision Maker
Failing to identify the decision maker leads to wasted hard work. Your sales team could have been discussing things and talking back and forth with the wrong person.
Depending on the company, the decision maker might be the CEO or company founder, CMO or the Sales Director. Do your research. Small size company mostly makes their CEO the final consultant while big company CEO might be too busy and leave the job to a Sales Director. Once identified, get an appointment, talk about your product, and deliver it with sheer confidence.
2. Have Adequate Knowledge about Your Product
Study your product. Having comprehensive knowledge can prepare you against big boulders such as lines of unexpected questions. If you do not understand some parts, research, ask your superiors help. Don’t be shy. Everyone has one or two things they could not understand at first, reason why you have a team or a superior to consult things with.
Share your gained knowledge so far and ask if going to the right track. With prior knowledge, you will have confidence and answer unexpected questions thrown at you. You may even want to prepare bullet list of things to discuss but don’t go for a script. You don’t want to sound robotic or too push just to get the deal. Be human as you educate your prospect buyer about your product.
3. Know Your Competition
Besides learning the ropes of your own product; you should also mind the competition. Do another research. Take note of the aspects your competitors have been using such as strategies. Study how they approach things. Get inspired, from those ideas, come up with your own; something similar or even better.
Presentation Stage – Things to do During Actual Presentation
4. Believe in Yourself
One important thing before going to the battlefield, believe in yourself. How will your prospect buyer believe in you if you are not oozing with confidence? Have faith in everything you have studied. It will reflect in your presentation. How sure are you about what you have been saying?
Keep the enthusiasm in check. Best to speak from the heart and transfer that positive vibes as you talk about the property you sell.
5. Keep It Simple
From all the studying you have done, you gain abundant amount of knowledge. Be wary not to bombard the prospect buyer with facts and numbers. Keep it simple, go straight and be personable.
When pitching a property, make sure to leave a good overall impression. Potential buyers care more about good impression rather than a house’s energy efficiency. In other words, behavior and confidence play a vital role in encouraging your client to close the deal.
6. Listen, Learn and Understand Your Customer’s Need
Say you have successfully gotten an appointment and made a presentation. Afterwards, let your potential client speak, what they think about your product. If they have suggestions, take note and see how you can extend help. Understand you customer’s need, discuss how your product can help the organization or company.
Don’t talk from the script too much. It could affect your client’s decision big time. Target the pain points, give advices and go over all possibilities how you and your product become answers to the buyer’s prayers.
7. Give Quick Responses
When the exchange between you and your buyer starts, he surely will have several questions. Be ready and make quick responses. Responding fast increases your credibility; clearly, you know the ins and outs of your product.
8. Overcome Objections
Always prepare for the worst-case scenario. All industries need to overcome this rough road. Not everything could go your way. Think fast and get everything on track. Tom Searcy via Inc. refers to it as “landmind map.” List down all possible problems to escalate and risk analysis, by doing so, it can reduce troubles to come your way.
9. Imply a Sense of Urgency
Have you been frantic over a product on sale? Afraid you’ll be too late for the promo or the product has run out because other buyers are as frantic as you?
If wanting to close a deal fast, you may want to try a similar strategy. You want them to feel rush instead make them feel they really need the product and they must get it fast.
After Presentation Stage – the Follow Ups, Back and Forth, Conclusion
10.Follow Up Regularly
It does not end with one presentation, the discussion will go back and forth. You need to follow up regularly. But remember not too push too hard. It might end up badly.
11. Ask for the Sale
After back and forth talks and presentations, it ends to a question: would the potential client buy the property? There are several ways to close a deal. You can be either direct or indirect.
There are three (3) choices to close the call:
A. Direct Close – As its name suggests, this is a direct question where you ask the client if he will proceed buying the property.
B. Assumptive Close – Here you assume the client wants the properties and ask how many they would want.
C. Choice Close – Another assumption close where you ask your client which would he like such as 3-pack or 5 pack deal etc.
Follow this systematic guide to help you with your strategy. Make sure to get your clients buy your properties or if not, try again and don’t give up.