Real Estate Selling Skills
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The real estate industry has witnessed several ups and downs over the last two decades. The pandemic was a cruel blow to the industry. However, smart real estate brands could reinvent themselves during this pandemic which has helped them to bounce back with the upswing in customer sentiment and business buoyancy. However, the competition in the industry has remained as strong as ever before with every real estate brand trying to grab the prospect who is anyway exploring several options. For a majority of residential property buyers, real estate purchase is a once in a lifetime purchase which makes converting the prospect to a customer even more important. The conversion ratio (prospect to customer) for participants undergoing this selling skills programme is likely to improve after attending this training programme.
How do you understand what the prospect wants?
The key to successful selling is understanding the needs, wants and desires of a prospect to convert the prospect to a customer. This needs several skills which includes telephonic conversation skills, email and text messaging protocols, questioning skills and building rapport skills. Based on these learnings, participants will be able to curate the value proposition customised to the need, want and desire of the prospect.
How does one curate and present the value proposition for the prospect to become interested?
This is the most significant step in the real estate selling process. The participants will learn how to curate the value proposition and present the same remotely as well as in person. Site visit, physically or virtually is the key step to convert the prospect to a customer. Several practical insights regarding customer psychology will be highlighted during this session.
How does one follow up to close the sale and generate referral business?
Since the decision making by the prospect takes time for real estate purchase, it is imperative for the sales team to follow up in a scientific and non-obtrusive manner. The prospect must not get irritated by the follow up of the sales person. Telephonic and text based (email included) follow up techniques and other persuasive techniques will be learnt by participants in this session.