Your SlideShare is downloading. ×
0
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Unlock Your Sales
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Unlock Your Sales

1,441

Published on

Unlock real estate sales by understanding 3 important psychological issues.

Unlock real estate sales by understanding 3 important psychological issues.

Published in: Real Estate
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,441
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
36
Comments
0
Likes
2
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Unlock<br />YOUR Sales <br />Presented by Dieter Deppisch <br />Head: Property Data Research for SAPTG <br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 2. Understand SALES killers ... <br />Fear <br />Cognitive <br />Dissonance <br />Failure<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 3. All stakeholders have fear ... <br />Clients:<br />Should I sell now?<br />Should I buy now?<br />Will I get a bond?<br />Is this estate agent trustworthy?<br />What aren&apos;t they telling me about this house?<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 4. All stakeholders have fear ... <br />Agents re the Buyer:<br />Can they afford this property?<br />Will the bond go though?<br />Am I wasting my time?<br />They look so young/old/scruffy/dumb!<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 5. All stakeholders have fear ... <br />Agents re the Seller:<br />Will I get this mandate?<br />Do they know the market is still quite depressed?<br />How serious are they about selling?<br />Are they being honest about their situation / the home?<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 6. Recognising and addressing the fears of all stakeholders upfront puts you in the driving seat, confirms your professionalism and eases tensions for all concerned.<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 7. People experience Cognitive Dissonance <br />Cog-what?<br />Cognitive dissonance is the discomfort of holding two contradictory ideas at the same time. Essentially a thought within a thought.<br />“Smoking is going to give me lung-cancer”.<br />“I want to live a long and happy life.”<br />Rationalization: <br />“I exercise and eat healthy food.”<br />“Not everyone who smokes gets lung-cancer.”<br />In terms of a real estate sale:<br />“I have to sell, I can’t afford my bond”<br />“If I rent I am helping some else buy a house”<br />Rationalization:<br />“The market is bad, returns on a house now will be low for 2-3 years. I can rent till then and save a deposit.”<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 8. People experience Cognitive Dissonance <br />The YES / NO debate<br />Buy nowDon’t buy now<br />Low interest rates Unstable economy<br />Market prices Bonds difficult<br />Maximum equity growth Job security<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 9. Provide clients with unbiased, reliable and accurate facts to ease confusion and enable informed, direct decisions. <br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 10. Feed off Failure<br />Success is 99% failure <br />- Sochiro Honda<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 11. Feed off Failure<br />When I first walked, I fell<br />When I first spoke I stuttered<br />When I wrote a ‘d’ it looked like ‘b’<br />When I first sprinted I puked<br />When I rode my first bike I crashed<br />When I first played football I fumbled<br />My first three girlfriends dumped me <br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 12. Feed off Failure<br />Hit-rate? <br />Every “NO” is closer to the next “YES!”<br />Examine your failures. Do things differently. Where did that deal go wrong? How can I avoid it in the future? <br />Be humble - Ask advice.<br />Pro-actively avoid repeating the samemistakes.<br />“There is a way to do it better - find it!“ <br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />
  • 13. Unlock YOUR Sales <br />Kill the Fear<br />recognise, analyse, energise<br />Address Confusion<br />professionals provide data/facts<br />to help client make an informed<br />choice<br />Feed off Failure<br />failures are the stepping stones, <br />not the raging river<br />Find SAPTG on Facebook <br />Visit the SAPTG website<br />Email the SAPTG team <br />

×