Quality of Sales Talk: Are you interesting?

As a salesperson comes into your home or you go to the mall and need to buy something but don’t know exactly what brand or model to buy, is it important for the salesperson to grab your attention? Of course it is important for them to grab your attention with their knowledge of products. This goes for real estate sales people as well. To perform in a presentation for a home seller is the manner in which the salesperson will show that they have the right stuff to sell the house
Having the knowledge to discuss real estate or products is essential to the “sales process.” Let’s face it, the process of selling and being able to convince someone to part with money for a feature that will benefit them is the basics of sales. So why do sales people talk so much? They have to or maybe they are insecure or maybe they want to impart the knowledge they have worked so hard to memorize.
The simple fact of the matter is that if someone keeps talking to you trying to sell you something, they have missed the point of sales. They are too busy trying to be interesting than interested in what you the customer-client really needs and wants.
When one is interested in the other’s desires, relationships get built. Being interesting is not the important part. Listening and caring is the most significant part of the “sales process.”
In discussions in our skills sessions with the sales people I work with, I ask the question, “What percentage of the time are you talking in a presentation?” If you are discussing pertinent facts, the customer should care and that is important. Listening and caring about what the customer is saying is extremely important. The salesperson’s reaction and answer will and should impart the knowledge of the market, the product and then be able to do the right thing and perform their job extremely well.
If you are interesting with your knowledge of the product or market, great-you should be. However, never over estimate the value of the relationship between the salesperson and customer. Be more interested than interesting if you want to exceed in sales. In other words, more ears than mouth. Your customer will love you!

A CMA on Your Company

As real estate agents, we learn how to do a Comparative Market Analysis, a CMA, when we want to get a listing. That is to get business. Do we ever do a CMA on us, our businesses, the company we work for? For the most part, the answer is no.
As owner of CENTURY 21 Eudan Realty, a 3 office real estate sales organization in Bergen County New Jersey, with offices in Hasbrouck Heights NJ, Washington Twp NJ, and Wood-Ridge NJ, I perform this “look in the mirror’ frequently. This is done to make sure the company has the utmost in competitive advantages for all of our agents to succeed. It is then up to our agents to take the tools and systems and use them in their own real estate businesses to succeed.
As real estate people, we understand the premise of a CMA. It is to compare similar homes in the same market to arrive at a price where we feel the house will sell at...and then sell our services and intelligence to the people selling the home. Let’s face it, unless one has a great competitive advantage that outshines all other companies, then it’s the charisma of the agent and the price for the home they have come up with, that will get or not get the agent the listing.

CENTURY 21 Eudan Realty has that competitive advantage that allows us to succeed. Yes, for the most part in some of our market areas we are new. That is why we are like that rental car company that says “We Try Harder.” We not only try, we perform.

Let’s compare us with everyone else. OR here are some facts that one should use when doing a CMA on their very own real estate office or company:
Does management compete with you for business?
Is there support staff? Do they help with input of listings? Make sure that you have at least 10 pictures to upload to the many sites...that work?
Does your manager insist on business planning with frequent review and help to make it really work or is this just an exercise you go through?
Do you use the tools that are available? Does your company provide the tools or do you have to pay for them? Would you use them anyway?
Does your company promote you first? Does your company always look for an extra competitive advantage to help its agents?
If you have the right answers for above stop reading this now. If you think your company could do more, you don’t know what your missing or want aggressive, do what it takes support email me at dfanale@c21eudan.com
Click here for a video for a Competitive Advantage

Bergen County-Washington Twp

A Great House in a Great Area