1. Real Estate Sales Techniques

2. Overview
We found this great for effective selling and think
that this presentation is so important for People who
sell Real Estate for a living as well as for their
customers. The key factor here is that selling is about
creating a good relationship with your buyer and you
should love what you do so that you develop great
relationships that last.Real Estate market we probably
know this better than in many other markets.

3. Points To Selling Techniques
People love to buy, but hate to be sold
Believe in your product.
Say the right thing on a continual basis.
Don't use the tired phrases and wording that everyone else is
using.
Think service, not sales.
People buy on emotion and later use logic
Sell what you know.

4. Characteristics Related to Sell
 Trade Selling
 Age, Maturity vs. Youth
 Empathy (understanding/compassion) vs.
Aggressiveness
 Knowledge of customer and business methods
 Technical Selling
 Education and Intelligence vs. persuasiveness
 Product and customer knowledge – usually gained
through training

5. Relationships With Customer
Common
goals
Commitment
to mutual
fulfillment
Social
support
Mutual
trust
Open
communication
Personal Relationships

6. Relationships With Customer
Common
goals
Commitment
to mutual
gain
Organizational
support
Mutual
trust
Open
communication
Customer Relationships

7. BUILDING RELATIONSHIPS
Become genuinely interested in others
Smile
Remember names
Be a good listener
 encourage other to talk about themselves
Talk in terms of other’s interest
Make others feel important

8. Presentation Skill Front To Customer
Pre-approach preparation adds value
Presentation plan adds value
Outstanding service adds value with;
 friendly approach
 customer centered presentation
 effective demonstrations
 win win negotiations
 timely close
 after sale service

9. Question Ask To Customer
Information-
gathering
questions
Probing
questions
Confirmation
questions
“How many miles per year do
you drive your company car?”
(auto leasing)
“What type of image do you
want your advertising to project
to current and potential
customers?”
(newspaper advertising)
“Do you see the merits of
purchasing a copy machine with
the document enlargement
feature?”
(office copy machine)

10. USING DEMONSTRATIONS PRODUCTIVELY
WHY
• improves communication
• improves retention speed
• proves buyer benefits
• feeling of ownership
• confidence
• saves time
WHAT
• product, models, samples
• product, models, samples
• photos, illustrations, reprints
• portfolio, graphs, charts, tests
• testimonial, guarantees
• computer printoutas, audio,
visuals
WHEN
• as a product
approach
• to prove benefits
• to overcome
objection
• to strengthen
close
• to service the sale

11. Duties owend to your client
1. Usually based on law/regulation/custom
2. Six primary “fiduciary” duties
a. Loyalty
b. Keep personal information confidential
c. Obedience
d. Reasonable skill & diligence
e. Disclose all known facts
f. Accounting for money & documents