Real Estate Sales Techniques: How to Close a Real Estate Sale
In the current social panorama, with the internet reigning in the contracting of products and services,...
(more)Real Estate Sales Techniques: How to Close a Real Estate Sale
In the current social panorama, with the internet reigning in the contracting of products and services, traditional real estate sales techniques need to be reviewed. However, some survive the passage of time because of their most outstanding quality: their simplicity. This is the case of the SPIN method. It was formulated by the Rank Xerox copier company in the 1990s and yet its simplicity keeps it going. The method takes its name from the English initials of Situation, Problem, Implication, Need pay off and offers us the necessary steps for something more than closing real estate sales: establishing relationships of trust with our clients that last over time.
Real estate sales closing technique: SPIN method
Let's see what these real estate sales techniques consist of and how to adapt them to the needs of the current real estate market.
Situation. Basic questions
Although it is true that for the sale of real estate a need must be detected in the mind of the client, these needs are not always presented in a conscious or concrete way. Sometimes our interlocutor only has a rough idea of your wishes and expresses them in the form of frustration or problem.
This first phase of the SPIN method can be applied to different situations, such as a phone call or the design of a seasonal campaign. It is time to ask simple questions aimed at knowing the basic data of our client.
These real estate sales techniques can also be applied to online sales from a real estate website . If we are capturing contacts through a web form or we send a survey to meet potential clients, it is important not to saturate it with unnecessary questions. There will always be time to deepen this knowledge.
Issue. Detecting needs
To move toward closing the real estate sale, the agent must know the problems that his product can solve. For example, we have detected that a client wants to rent offices in the city center to convey a prestigious image, as is the case of law firms. If we move towards a deeper knowledge of the client, we can detect that parking and communications can be a problem that our product (some offices far from the downtown area) can solve.
In our industry, this phase is vital to gain customer trust. We must "open our ears", that is, spend 80% of the time we interact to listen, instead of speaking. In this way, the problem that our property can solve will be the final sales pitch.
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Involvement of the real estate seller. Building a future together
An expert salesperson will find out the consequences of the problems detected in the previous phase. These consequences generate losses and untapped opportunities.
For example, if we are dealing with a family that has run out of space and is looking for a larger home, we must take into account the consequences of their needs. Each member of the family will want their own space if there are teenagers at home and the property must be close to leisure centers.
Benefits. Everyone wins
A good commercial work is capable of magnifying the detected problems and that the client perceives it. In this way, the benefits will be more forcefully presented.
To highlight the benefit of the product we are offering we will take into consideration:
• Emotional aspects
When it comes to the sale of real estate to individuals, not only the reason counts. It is not just a property, it is an operation that involves many people and that perhaps represents the most important purchase of their lives.
• Highlight the win-win
That customers perceive that in this transaction everyone wins. The owners, a sale, those who buy it, a home and the real estate seller, as they are two satisfied customers who can generate more income in the future.
• From real estate to service company
The times when demand far outstripped supply have passed. For this reason, the necessary transformation of the companies in the sector has made necessary the appearance of other services such as reforms, property management or removals.
• Don't rush the sale
It is very common for commercials to go from the Status to Profit phase without taking into account the intermediate phases. This turns these professionals into mere product presenters. In the real estate sector, where sales involve a large outlay for those involved, focusing all efforts on the client is the right attitude.
There are many real estate sales that may not close due to the rush to enunciate the responses of the clients. Letting them talk and have them verbalize those needs will make them trust us and finally buy.
Finally, don't forget that these real estate sales techniques can be adapted to all aspects of business work, from calls and email contacts to property visits.
What do you think if we try to work a little on these real estate sales techniques?
Or if you already use something similar, can you tell us in the comments? You already know that we are always open to debate on the real estate blog and always waiting for your expert opinion!
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Post added in topic Uncategorized29 Dec
