The corner of the real estate advisor: how to differentiate the negotiation of the sale?

What differentiates the negotiation of the sale?Explanations from Dominique Piredda

Method of three successive yes

To say yes is also to be able to obtain, please, do not disappoint or avoid a confrontation or a confrontation.It is therefore quite easy for a salesperson to collect the three successive yes, this sesame widely taught in the courses and sales schools to engage his prospect in a sales process.

It is only later for our salesperson that things are likely to get complicated, for example with a product, service or a price that would not be suitable.A negotiation which intervenes in a second step with a prospect already in the listening phase in the face of arguments often factual.

This is how a good seller may not be a good negotiator.Certainly it will be preferable for him to control the two disciplines well but I have regularly the opportunity to meet certain former salespeople converted to real estate who have great difficulties in launching their activity for lack of knowing how to master the art of negotiation.

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The sale

In our profession it is often the opposite, our prospects are rarely listening to us, more concerned to defend their position "I do not need an agency" and their beliefs of the genre "a professional will do nothing more than'a particular ".This obliges us, even before we can establish a semblance of relationship, to have to negotiate.

In this kind of situation, the method of the three successive yes used by some, is often ineffective especially when it is reduced to: did you file an ad?Is your apartment a three room?Is your property still for sale?A big string that will not prevent the one who will respond to it from "why are you an agency"?

The negociation

Negotiation is something else.It is from the first not, often drawn up as a rampart, then all the following erected in real impregnable strong place which must be heard, analyzed, dissected, sometimes even caused by the negotiator.For each objection it is at the heart of each word, the speech flow and the tone used by the interlocutor that the professional will find the material he needs to initiate a first dialogue, enter into relation, bounce back and open the way toA real negotiation.

The key to conclude quality mandates

More than the method of three successive yes useful for sale, prefer to seek objections and non -customers of your customers.You will find inside all the keys to start, carry out good negotiations and conclude quality mandates.

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