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!
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!