Five Killer Sales Techniques from Top Real Estate Sales Coaches

Selling is as much an art as it is a competitive sport. The fact that everyone is selling at one time or another means everyone can benefit from learning how to sell better. Whether you are trying to sell a home to a client or a holiday destination to your spouse, the idea that there are ways you can do this better is worth looking at. In this article, we share five key insights from top real estate sales coaches on what techniques translate into higher sales.

Stories Always Win

As humans, we think and rationalize and visualize in story format. Everything we think about is in the form of a story. What this means is that our brains are tuned to listen to and remember stories. When making a sales pitch, opening with a story always creates a receptive audience. What’s more, stories allow you to discuss sensitive issues like pricing and commissions without the somberness they often attract. If you learn how to tell stories when pitching, you have a better chance of closing more deals.

Command Attention and Maintain Control

What happens when you start talking to a lead? If you are in front of them, they may reach for their phone or look away as you speak. To reel them in, you need to command attention. You can do this by engaging them. For example, take out a notepad and pen and show them some calculations, or focus on asking leading questions, so they stay switched on and connected to what you are saying. Also, always maintain control. Whenever you feel like the meeting is slipping out of your hands, bring it back by either asking a question or requesting a moment to confirm something.

Numbers Are Important

It is hard to argue with numbers. That’s the golden rule when it comes to using numbers to sell. If your sales pitch does not have some interesting and persuasive numbers, find some. These could be the rise in home values in the area, or the percentage of families that move in each year, or even the length of time the average family lives in the neighborhood. What this does is that it reduces the number of objections you will get from clients and while making your sales pitch sound more credible and convincing.

Allude to Scarcity

“I can only take on a few more client this month,” is a sales tactic successful salespeople use all the time. They know that when you allude to scarcity, you inject urgency into the client to decide soon. When selling homes, you can allude to scarcity by mentioning how many people have looked at the house, how many offers have come in or even the average time it takes for a similar home to sell. This will compel the client to either move forward with the deal or back out, allowing you to know which way to proceed sooner rather than later.

Differentiate

No one likes to feel as though they are working with a generic sales agent. People always want to feel as though you are special in one way or another, allowing them to get something others aren’t. You do this through differentiation. For instance, you can choose to charge a higher commission but then offer much more than other agents offer. You could also choose to work with a handful of clients each month and tell them so, providing highly-personalized service to each of them. This level of differentiation will help you stand out from other agents and help your clients single you out when they are ready to close a deal.