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3 Ways to Sell . . . for People Who Hate Sales

November 02 2011

I recently read an article on Copyblogger.com called “6 Ways to Sell Without Selling Your Soul6 Ways to Sell Without Selling Your Soul.” It was an awesome article, one that I think has some definite benefit for real estate agents. I’m going to share 3 tactics, ways that those of you who hate sales can still grow your business.

1) Listen more than you talk.

Many natural sales people are true extroverts. They love the opportunity to talk your ear off. However, they may not realize that this is not necessarily the best way to pursue a potential client. Instead, it just might be better to listen.

Don’t begin meetings with new clients by talking about yourself. Here’s an idea: instead, begin those meetings by asking one of several questions:

  • For a buyer – “Talk to me about your dream house. What challenges do you face in getting there?”
  • For a seller – “Tell me about your home. How long have you lived there? What are some of your favorite features/memories?”
  • For a buyer – “Have you had any good or bad experiences with real estate agents in the past? What can I do to ensure you have a better experience with me?”
  • For a seller – “What made you decide to sell your home? What is your 5 year plan?”

This will make them feel respected and will show them that you’re an agent who will listen to them in the future. In addition, it will help you understand them so that you can further refine your sales pitch.

2) Focus on helping people.

As a real estate agent, you are in a wonderful position to help people. You can help people sell their homes, allowing them to move forward toward the next positive step in their lives. You help people find their dream homes. You can be a part of one of the most important decisions of their lives.

You don’t have to “sell” people with a slick sales pitch. Instead, you can just explain how you can help them. Then, follow through. That’s what we’ll talk about next.

3) Follow-up after the sale.

If you want to feel good about what you do, if you don’t want to feel like a “sleazy” sales person, follow-up after the sale. Make yourself available if past clients call you with questions. And take the initiative to check in on them periodically.

Why is this a sales tactic? Because following-up with your clients will keep you fresh in their minds.

Think Positive

These are just a few ways that you can adjust your attitude toward sales. The truth is, selling is a reality of your work as a real estate agent. If you can find a way to do it that makes you feel good at the end of the day, you’ll be happier and – potentially – more successful.