Do You Have It? Salesmanship? Buyers Want to Be SOLD Not Just SHOWN!

By
Real Estate Agent with RE/MAX Properties
http://actvra.in/BJv

Do You Have It?  

The Art of Salesmanship Results in Sales!

Showing Homes May Result in Nothing! 

 

Do you sell or do you show homes?    You have a new buyer client and some great homes to show.   Will you be showing homes today or selling a home?  There IS a difference!

Anyone can show a home!  Open the doors, turn on the lights, point out a few features and you are showing a home.  Many agents are master home "showers".  Agents who focus on "showing" rather than "selling" may likely show dozens of homes, perhaps again and again, often without ever closing many deals.  Home "showers" can get lucky and show that rare client who actually buys it rather than have you sell it to them.

Selling a home takes more than just showing it!  A person who is successful in their real estate sales career will have many talents, one of which is called "salesmanship".  Not every Realtor has refined the art of true salesmanship, and it IS an art which will set an average Realtor apart from others.  

It takes "salesmanship" to know and properly use the closing techniques necessary to motivate clients and overcome their objections.  No one likes a "pushy" salesperson and if you have true "salesmanship" you don't need to be "pushy".  A Realtor who has mastered "true salesmanship" will lead, never push their clients. A serious buyer wants to be "sold" a home. 

You, too, can become a "selling agent" rather than a "showing agent"!  The key is to understand how to ask the right questions.  Keep them simple.  Lead, don't push.  Every question should lead toward overcoming objections and closing.  You are not trying to sell them something they don't want, rather leading them to make decisions.  Focus!  Listen!  Focus!  Ask!  Listen!

Start with the right attitude and mind set.  Are you going to be "showing" homes today, or are you going to "sell" a home today?  Meet the prospective buyer with the attitude that you are going to "sell" a home today.  That is why they called you!  An agent who has mastered true "salesmanship" will motivate the prospective buyer, will always be closing and will welcome and overcome objections.  

A key factor in mastering the art of Salesmanship is to ask questions.  Questions should motivate, overcome objections and close the sale.  Ask questions designed to get a "yes" answer.  Every "yes" collected gets a little closer to the ultimate question and answer, "Yes, we want this home!"  

Sales Classes in all industries through the years have taught the types of questions to ask when you are in the closing mode, which should be always.  You have likely heard of these questions before but it is good to refresh and have the questions at the ready when you are "selling" a home.   Leading them to make a decision, even the decision not to buy a certain home, is getting them closer to making a decision on the home that is right for them. 

Being prepared with the right questions and keeping on focus is important.  You are not with them to talk about your personal life, or where you went last night.  You are there to SELL them a home! 

Questions: 

The Tie Down

  • Always make statements which end with a question.  "This floor plan has everything on your wish list, wouldn't you agree?"  Would't it, shouldn't it, don't you agree....are all subtle closing questions.  Always be closing!  

The Hot Potato

  • The buyer often asks questions that can be thrown back to them like a hot potato.  Buyer: "Do you think the home owner will include the patio table?"  Realtor:  "Would you like for them to include the table?  Let's just write that in the offer."  

A Realtor who has mastered the art of Salesmanship provides a great service to buyers.  By asking decision making and leading questions it helps the potential buyer to stay focused and realize the pros and cons of each home they see.  Seeing dozens of homes without making decisions in each one will result in buyer confusion.  It's okay to get a NO for an answer!  Getting a number of no answers on a home usually means this is not the home for the buyer. Collect that NO and move on to the next home! 

Remember, potential buyers call you to be SOLD a home!  Do your job!  Lead, don't push!  Not asking the right questions and leading toward a decision can result in a buyer not getting the home they really want.  Another Realtor who has mastered the art of Salesmanship may be showing that home to a real buyer also and your buyer may make the decision too late.  

SELL rather than SHOW!     

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                   Don't Move to Dallas...Until You See Rockwall on Lake Ray Hubbard

Out and About...
Rockwall

And the Surrounding Hometowns of the Lake Ray Hubbard Area
Rockwall, Heath, Royse City, Rowlett, Wylie & Sunnyvale

Barbara Hensley
Barbara Hensley Realtors 
972-772-9699

Search for Homes in Rockwall please visit
www.barbarahensley.com 

 

 

 
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  1. Inna Ivchenko 05/28/2012 02:28 PM
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Rainmaker
570,044
Bill Gillhespy
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
16 Sunview Blvd

Hi Barbara,  Yours is a very well written post.  " Lead, don't push. "  So many struggle with the subtleties of selling .

May 29, 2012 08:40 AM
Rainmaker
312,685
Sandy Acevedo
RE/MAX Masters, Inland Empire Homes for Sale
951-290-8588

Hi Barbara, great post. Clearing the fog of minutiae details for the client and asking those important tie- down questions can lead your client to home success.

May 29, 2012 11:17 AM
Rainmaker
314,298
Karen Feltman
Relocation Specialist
Cedar Rapids/Iowa City, IA Skogman Realty
All great points Barbara. Showing home can be turning on the lights or lighting a fire in the buyers to writing an offering. Leading the buyer to see how this home meets theirs needs can be a very effective tool in closing them. Thank you for sharing!
May 29, 2012 08:05 PM
Rainmaker
647,221
Barbara Hensley
Homes for Sale in Rockwall County, Texas
RE/MAX Properties

Curt - good points!  Thanks for adding them.

Morgan - thank you.

Greggory - thanks for adding your comment.

Wandanna - yes, we are always promoting that dream of home ownership.

Tammie - Your "paying attention" says it all.

Norma - listen, hear & select the right words!  Thanks.

Pamela - uncovering their needs is a great way to say it.

Sally & David - Thanks!  :-)

Christiansen Team - I like your two cents worth.  I do think it is good to get a "no" in a house that is not a possibility as this allows them to forget it.  

 

May 31, 2012 11:13 AM
Rainmaker
647,221
Barbara Hensley
Homes for Sale in Rockwall County, Texas
RE/MAX Properties

Mark - Thanks.  It must be great to be a husband & wife team! 

Michael - I like to ask a question which requires a yes or no.  I especially like to ask a "yes" question as it confirms to them that they like the home.

Fernando - LOVE IT!  "appear to be showing and be selling them like crazy"  EXCELLENT!  Star  I had to give you a gold star for that statement.

Bill - true!  Keep it simple and focused.

Sandy - tie down questions lead the way to the closing table.  :-)

Karen - thanks for stopping by with your comment.

May 31, 2012 11:25 AM
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Rainmaker
647,221

Barbara Hensley

Homes for Sale in Rockwall County, Texas
Contact me with any of your Real Estate needs
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