The doctrine of sales is often referred to as self-sufficient, independent, and applicable to all areas of business. While it’s true that sales requires some transferable skills that are common among industries, such analyses fail to recognize the nuance of convincing different people to purchase various products. The real estate world is like no other because of the monetary and emotional value attached to deals. As a result, Joshua Shull, owner of Shull Homes, has recently given the three steps he considers vital for securing a property deal:
1. Connect with your buyer
As the real estate market becomes increasingly saturated with agents, deal sourcers, and property managers, the importance of interpersonal skills is often lost. Professionals are more eager than ever to jump to the conclusion of a transaction, which can put off the other party due to the sensitive nature of the product or service at stake.
“A good salesperson knows how to change their character based on who they are talking to,” Shull explained. “You have to be authentic and genuine but draw on personal experiences as you build a relationship with a potential buyer. You are selling your values first and property second.”
2. Let clients come to you
The populous property sector is often characterized by profit-hungry career salespeople who are persistent in pursuing a sale. Industry veterans such as Shull don’t disregard this perception entirely. They believe it counterproductive to the ultimate goal of sustaining long-term, productive client relationships.
“A lot of agents get into the business with a tunnel vision for selling real estate,” Shull said. “But the reality is almost nobody actually wants to buy property on the spot. If you be yourself and let your service explain itself, buyers are more likely to be drawn to you organically.”
3. Prepare for buyer’s remorse
It’s somewhat of a taboo in sales. Most courses and masterminds on the subject neglect it despite its prevalence. But buyer’s remorse, when a purchaser regrets a transaction, is significant in property due to the variety of stages at which someone can renege on a deal. Shull wants to break the trend of ignorance toward the subject.
“Even though you’ve given a client exactly what they want, the element of buyer’s, or seller’s, remorse can still come into play,” he said. “That’s where your sales skills have to come in. You’ve already sold someone something once, but selling it to them a second time may force you to get creative.”
Creativity does not necessarily mean allowing parties leniency to an agreed deal. Real estate experts believe these situations justify strength and consistency. Start a conversation with the buyer about their doubts, and be ready to address them comprehensively.
