Real Estate Sales Techniques And Strategies
One of the primary objectives of the Inmogesco project is to make real estate sales techniques available to real estate agents so that they can reach their full potential. Our commitment to the service they provide to their clients is one of the engines of our work.
And to serve customers, you need a thorough knowledge of new real estate sales techniques. Those that over time have proven to help agents to know their potential customers better and allow an approach that favors both parties.
Today we want to summarize all the literature that we have already published in this blog with the aim of being able to consult all the real estate sales techniques when you need
Understanding the steps that consumers take since they feel the need, is critical to optimize our resources and be more effective. The CIMA structure proposes four steps that will help you in the first stages of the purchasing process, where the client’s motivations are so important:
Those levers and brakes that drive or stop our client will allow us to anticipate their motives and attract them to our real estate agency.
It is possible to influence the vision of those points that our clients are not visualizing. Thus, our commercial work will be more effective. And consumers will move forward in the real estate sales process, which is what we want.
Match From the English “match.”
This step of the model serves to establish agreements on previous points to move forward.
In this last step, we designed an action plan together with our clients. We take you by the hand to achieve the sale, improving your customer experience and satisfying your needs.
A technique to please the clients of a real estate company
Enunciated in the 80s, its author, the Japanese Noriaki Kano, establishes five categories to study the characteristics that a product must satisfy for a typical client:
According to the Kano model, we should include the elements that are surprising or shocking to the client, but that if not, the same client would not miss them.
These characteristics are pleasant for the clients when they are, and they dislike them when they are not there. They are usually characteristic properties of the brand, which distinguish it from its competitors.
Are those parts or elements of the product that are generally not used, and that if not present, customers do not feel dissatisfied. In this way, detecting those elements can save us implementation and development costs.
Essential or basic factors
In this case, we would be referring to the characteristics that are a fundamental part of our service, without which it would not be complete and which would cause great dissatisfaction to our client.
In the Kano model, the rejection factors are those characteristics that do not go with the ideal client or target to which we are going.
Real estate sales closing techniques:
Formulated by Rank Xerox photocopiers company in the 90s and yet its simplicity keeps it current. The method takes its name from the English initials Situation, Problem, Implication, Need to pay off and offers the necessary steps to establish trusting relationships with our clients that last over time.
The situation, basic questions
This first phase of the SPIN method can be applied to different locations, such as a phone call or the design of a seasonal campaign. It is time to ask simple questions oriented to know the fundamental data of our client.
The problem, detecting needs
To move towards the sale, the real estate agent must know the issues that your product can solve. In our sector, this phase is vital to gain the trust of the client. We must “open our ears,” that is, spend 80% of the time we interact to listen, instead of talking.
The implication, building a future together
A commercial real estate expert will find out the consequences of the problems detected in the previous phase. These consequences generate losses and untapped opportunities.
Profit, everyone wins
Good commercial work is capable of magnifying the problems detected and of the client perceiving it. In this way, the benefits will be presented more forcefully.