Consultative Selling for Real Estate

Six steps in every discussion. The foundation for customer communication.

Consultative Selling for Real Estate

Six steps in every discussion. The foundation for customer communication.

  • Establish Rapport – Build trust, two-way communication, and credibility. If they don’t trust you, nothing you say will matter. If they do trust you, they will insist on you.
  • Create Interest – You have less than 20 seconds to gain their willing participation in a discussion. True for buyers and sellers.
  • Question for Needs – It’s all about the customer. Understand and expand the customer’s perception of their needs so you know what to discuss with them. You a can win the sale during the questioning process.
  • Present Solutions – Solutions, not pitches. Show that customer how your products and services can address the needs that they discussed with you. Learn how to customize every presentation, and every showing.
  • Close for Commitment – Every discussion has a next step. Shorten the time it takes to get to a happy decision with the customer.
  • Handle Objections – Objections are your opportunity to find the very reason the customer can be happy to move forward with you. Learn to make handling objections your best tool for customer confidence.
  • BONUS: Profitable Home Ownership – Home ownership builds wealth. Learn how to motivate renters to become buyers and how to initiate opportunities to help home owners upsize or downsize to adapt to their changed lifestyles.
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Exceed Sales Objectives and Reduce Employee Turnover
GDA conducted sales training for over 800 real estate agents in two different agencies in just four months. The results enabled us to sell homes in weeks instead of months and at full value instead of discounting.

Jerry MooreAnne Arundel County Board of REALTORS