Recovering The "Lost Art" Of Consultative Selling - Updated and Essentials

 

The Challenge: The media is riddled with the term "lack of consumer confidence" in describing the economy. Buyers and Sellers are consumers and their confidence level, in making the right real estate decisions, is perhaps at an all time low. What does an agent need to do to reinforce the fact that his/her counsel, guidance and business expertise are the foremost characteristics contributing to a confident buy/sell decision?

 

The Solution springs from a re-evaluation of "conventional wisdom and practice" and then fixing, adjusting or changing how business needs to be done during this real estate cycle. Participants will discover and learn:

 

• Are our Business Cards, Marketing Tools and Advertising giving Buyers and Sellers the wrong impression? - what changes may need to be made.
• How our "facts & needs" questions may be perceived as probing, prodding and an interrogation. How to make it easy for the consumer to volunteer honest information.
• How to avoid the damaging combination of an unconscious "telling and selling" learned habit. What makes a "wonderful, trusted and appreciated teacher"
• Which "overcoming objections" dialogues are received as subliminal or overt arguments. Fixing the cause and effect of objections or concerns.
• How to guide Buyers and Sellers into a positive mindset of choosing instead of settling on a decision. Applying the "select don't settle" marketing principles.
• How to prevent Buyers and Sellers from potentially straying into a bad decision and help them recover with dignity.
• How and when to stay firm on your opinion(s) and assert your professional expertise.