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No order takers, please

In recent years, much of what passes for real estate sales and new home sales, was really someone being in the right place at the right time to accept the check from the buyer and write the purchase agreement.

This is known as "order taking." It demands no particular skills except answering a few basic questions for the buyer, showing them a few properties, and helping them process their purchase.

This pre-empts all of the professional skills that a salesperson should have in order to make a sales, such as the ability to establish rapport, create benefits from key features, identify the specific property for the buyer to acquire, work with objections and concerns, explain the procedure for purchase, ask for the sale (often more than once), set up return contacts, and keep all parties informed and enthusiastic throughout the entire sales process.

It's time we get back to professional selling and let the ones who want to be order takers go to work someplace else where that might be appropriate.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.

Posted by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies on 04/25/2008 12:27 PM

Comments (12)

sales training, sales management, sales strategy

Post is included in group: Home Builders of America
Post is included in group: Real Estate Rookie
Post is included in group: Coaching and Mentoring
Post is included in group: New Home Construction Selling Information
Post is included in group: Art of Professional Salesmanship

12 Comments on No order takers, please

Thanks to Active Rain for helping us be those professional you speak of.

04/25/2008 12:54 PM

by Brad Taylor, REALTOR® for Toledo, Ohio (DiSalle Real Estate Co.)

Brad - and for providing a format and network for us to connect and exchange ideas. Thanks for your comments. Steve

04/25/2008 01:12 PM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

Steve,

As always great post

04/25/2008 01:23 PM

by Jim Fischetti (The Fischetti Group/Keller Williams)

Jim, thanks for your comment. I know that you're in total agreement. Steve

04/25/2008 02:38 PM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

You could not have said it better! I have been saying that about the "order takers" forever. I am glad it is getting back to having to "work" to be successful!

04/25/2008 08:16 PM

by Cristal Drake - Fullerton Area Realtor (Re/Max North Orange County)

Cristal, thanks for your enthusiastic comments. It's a challenge changing people's paradigm about selling. Steve

04/25/2008 08:44 PM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

This happens alot to people indeed. Being order takers is easy. But easy is what most people want. Why work hard for something when they prefer the path of least resistance. Good reminder in your blog. Thanks again for sharing. Lu

04/27/2008 09:21 PM

by Lu Kalaj (The Michigan Group)

Lu, I like the way you put that - "easy is what most people want." It sure seems that way sometimes - actually most of the time. Steve

04/27/2008 09:29 PM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

I do agree with you. In this market we need to be be one top of things . And be grateful for what we have.

04/28/2008 06:41 AM

by Sharon Harris (AllQuest Real Estate)

Sharon, thanks for your comments. We need to on top of our game to be successful, and the customers need for us to be there as well for them to get what they want and need.

04/28/2008 11:16 AM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

Steve

it's funny My wife and I were talking about this subject the other night and we concluded Monkey's could have sold real estate a few years ago, maybe that why the cages are full again at the zoo these days.

04/29/2008 09:51 AM

by Steve Loynd, Alpine Lakes Real Estate Inc., Loon Mt, NH.

Steve, I hadn't thought about the zoological implications of this. Thanks.

04/29/2008 01:57 PM

by Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies (Hoffacker Associates)

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