I wrote a blog earlier saying I don't usually give advice, but I'm going to give some; however, it's more like a rant.
Teach your salespeople how to read situations! Listen, when I've been with buyers for a couple of days and we've developed a laid back relationship based on trust and no-pressure, then we show up at Sunny Honeydew Subdivision and the onsite salesperson (OSP), Chad, jumps on the buyers like a carnival barker on crack, it's such a contrast in styles that it turns the buyers off. I have to spend another 45 minutes explaining that the OSP is having a nervous breakdown, to just ignore him and look at the houses objectively.
But, I swear, it's difficult to ignore. That type of pushy, brash, spiel-barf is so yesterday you ought to be ashamed.
Teach these over-eager OSPs to flow with the buyer agent, not take charge and aggravate the buyers - I promise, you'll sell more homes.
The key is to be a partner with the BA, to slide into the groove already established, not disrupt the natural process by blabbering and playing 20 Questions Learned In Training. Just open the freaking house!
And it's not just my pet peeve. Buyers are making fun of the OSPs when we drive out - they shake their heads, laugh and are amazed at the tactics. I have come to believe the way to sell is to not sell. Relax! Just give good information and if the product is desirable, they will buy.
(Not all onsite salespeople are like this, and if you are one not like this, don't be mad, be thankful)
Mike from Savannah