Recently I had a buyer say he was so sorry . He did not want to buy the house I just showed them . I was on my way to the office to draw up the paper work . I told them no worries if they felt this was not the right house for them I did not want them to buy it . When they saw the right house they would know it . He thanked me and asked if I would still show them houses . Of course I said I want you to find the house that is right for you .
Last week they went to closing on the perfect house for them .
People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need.
But now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession of sales or is it something else? It is something else and here is why. Your doctor facilitate the solution to your pain or your problem.
If you visit your doctor because you have a pain in your back the doctor does a complete examination and asks you many questions including, “Where does it Hurt? How long has it hurt? What activity were you doing?” and so on. Your doctor acts as a facilitator. She may then suggest some of the possible causes such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to your pain. She is helping you discover the root cause of your pain so that you will understand the need for a prescribed treatment. No surprise. These were your expectations when you came in. You did not expect her to greet you at the door and say, “You are in luck today because we are running a special on back surgery. You would be running the other way if you heard that. Why not follow your doctor's example and be a sales doctor.
In real estate you are facilitating the deal. You are assisting people with solving their needs. Doesn’t that make much more sense than trying to sell your client something. You will be more successful in the role facilitator or even of assistant buyer.
In the past salespeople were taught to concentrate on making the sale and closing the sale. Since today’s buyers are no longer willing to be sold do you wonder why you experience resistance when you use this method? Instead of being the salesperson you should become the doctor or the assistant buyer. You are assisting your prospect in determining her wants and needs and, only then, are you offering solutions. Ask questions like a doctor diagnosing their needs.
Listen to your prospect’s wants and needs. Then ask some REWARD questions. For example, how will this new home improve your family's quality of life? What are some of the aspects of a new home that would do that?
Next ask some CONSEQUENCE questions. For example, what will happen if you fail to move to another home? How will your family plans be affected? Will the smaller space work ok with your growing family?
By alternating questions, you are assisting your prospect in diagnosing pain and deciding on the right solution. Congratulations. You are an assistant buyer. Go to our web site for a similar post titled HOW TO ASSUME THE ROLE OF ASSISTANT BUYER.
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Business Coach - Strategic Plans - Sales and Marketing Coach
President Performance Development Strategies
914-953-4458, Armonk NY 10504 firstname.lastname@example.org
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