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Sales Techniques

By steve | February 15, 2008

Here is some real controversy.

I had a recent conversation with a real estate agent and was told in no uncertain terms there was a difference in skills required between selling houses and selling automobiles. I asked about selling aircraft and was told yes it is different. If we consider selling a house must surely be a major sale, selling an automobile or aircraft must also be a major sale.

Selling the gas or polish for the auto would naturally be a simple sale as there is a different demand. However, my question is why are there different skills required when it comes to selling? It is obvious there is a legal understanding required when selling houses or property and property market knowledge is required. However is there a different set of selling skills required?

I don’t think so as surely any worthwhile real estate agent would ask similar questions as an auto salesman; IE: structured questions to establish the client’s current situation, questions to uncover potential problems with existing situation. Really skillful questions to find out what those problems really mean to a client thus uncovering a clear desire from them to find a solution etc. Surely this is not rocket science, it is a logical step in the sales process especially making a major sale where it may be unlikely to close on the first interview.

It is very likely a real estate agent may have to meet with that client a number of times before a deal can be put together. A lot of valuable time can be lost if the correct questions are not asked. Such as “Since we met last, has anything changed”? I see no difference in this technique regardless of what the commodity is and to seal the deal on a brand new Mercedes car or a stunning Aston Martin would require those same skills as a real estate agent.

In fact I must admit I have seen many more professional sales people selling autos as opposed to those selling houses. Regardless, a clear understanding of how to make a major sale, and proven sales techniques are required to be successful in both professions.


Topics: Real Estate Sales | 1 Comment »

One Response to “Sales Techniques”

  1. Rick Says:
    February 21st, 2008 at 6:36 pm

    Steve, I see that you, like me, are new to blogging. We seem to have similar histories in the sales business. I was with Marriott for many years and was their corporate trainer. Check out my site as I just got started and agree with you about the importance of asking great questions. Best of luck with the blog. Hopefully we can do something that is mutually beneficial. Rick

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