Your prospect will tell you what you need to tell them to sell them.

By
Title Insurance with Heinrich Group

Your prospect will tell you what you need to tell them to sell them.

 

Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes.

 

1) You will give too much information (more than is necessary to make the sale).

2) You will give the wrong information (based on the prospect's needs, wants, desires or problems).

3) You will give information that could sabotage your success either in the short or long term.

 

The sales super stars understand that their job is not to sell their products or services but to help the prospect become comfortable with buying their products or services and giving themselves permission to buy now. Information is power and successful salespeople are masters at uncovering needs, problems, prejudices, concerns and desires in a timely and truthful way.

kheinrich@firstam.com www.fatcohouston.com

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Rainer
124,947
Sandra White
John L Scott Real Estate - Port Townsend, WA
Experienced Residential Resale Broker

True.  At a listing presentation you are all excited about your services, and it is so important to hear their needs.  Sometimes it takes a while to get there, after building some rapport, and convincing them you are there to help, as well as make a commission.

July 09, 2009 08:23 AM #1
Rainer
201,377
Frank & Jodi Orlando
Frank & Jodi Orlando Get Us A Home Realty Atlanta Homes Sale - Cumming, GA

Two ears and one mouth, listen twice as much as you speak. People have a story, and all the information you need if you just listen... 

July 09, 2009 08:40 AM #2
Ambassador
381,028
Bob Haywood
McGraw Realtors - Owasso, OK
www.BobHaywood.com

Ah yes, listen more than you talk.  Hard to remember for those of us who are outspoken sales minded people.  But the most important thing to remember is to shut up and LISTEN!

July 09, 2009 08:43 AM #3
Rainer
20,929
Robert Ott
Century21 Beal Inc. - College Station, TX

Excellent observation Kevin. Listen to what the person is saying, provide him or her feedback, listen again and continue the procedure. Sounds easy enough but I believe it is one of the most difficult procedures in sales.

July 09, 2009 08:48 AM #4
Rainmaker
273,377
Irene Tron
Valparaiso, IN

So right!  One of the hardest things to learn is to really listen.  I've come to the conclusions that most of us are terrible listeners.

July 09, 2009 03:10 PM #5
Rainmaker
219,452
Kevin Heinrich
Heinrich Group - Clear Lake City, TX

So right you all are! I find myself biting down on my tongue every day to not jump in and find out they were about to tell me that if I had just listened! Love the 2 ears 1 mouth I will be using that one again soon! Thanks!

Kevin

July 09, 2009 04:51 PM #6
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Kevin Heinrich

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