If you subscribed to our real estate blog some time ago , you will already have in your possession the free real estate agent course manual in pdf with the best real estate sales techniques. If not, from today we are going to give it to all our readers.
In this manual we review the best sales techniques. Among all of them, today we want to highlight some of the most important for those who wish to make a quick decision on the most appropriate one.
Free real estate agent course in pdf with the best sales techniques
Customer satisfaction, the best real estate sales technique
As Leonardo Cromstedt told us, customer satisfaction is undoubtedly the best guarantee that we are doing things right. If our processes, protocols and methods are customer-centric, real estate sales techniques will be easy for us to adapt. For this reason, when we review the "Solution to a problem" technique, we highlight what real estate marketing agencies remind us over and over again: we must promote a vocation of service, whatever the size. This sales technique has its practical application in many aspects of the daily work of an agent: from the calls that are made every day, to the visits and the service provided to clients. The question "What can we do for you?" should permeate all processes: in social networks, inwebsites for real estate ...
Complex Sale CIMA Model
We will not reveal the gunpowder to you if we tell you that the real estate sale is one of the most complex. Many actors are involved and the times are long, not to mention the inherent emotional component and the high price of the product. Therefore, in this business it is essential to know the consumer, the steps they take, the motivations and the patterns they follow during the purchase process. At the beginning of this journey, when the client's motivations are so important is where the CIMA model intervenes:
Look for the levers and brakes that drive or stop your customers, in order to get ahead of their motivations.
As a professional real estate agent, we can influence the vision that clients have. That is why it is so important to build a relationship of trust with them so that they let us advise them in one of the most important phases of their lives.
Many real estate sales techniques are based on the idea of moving the client through the sales process, and the CIMA model is no exception. In this phase, look for agreements that allow you to move forward.
Once the agreements are in place, it is time to act. Design a plan together with your client and make them feel accompanied in the process.
Announced in the 80s by the Japanese Noriaki Kano, it establishes 5 categories to design the characteristics of a product.
This sales technique is especially related to real estate marketing, where competition is fierce, and it will help us create services that satisfy the client and that bring us an acceptable profit.
In your daily work, you will have met many times with clients who demand very basic things and with others who are very demanding, so it is not always easy to design a service that satisfies everyone equally.
The KANO model helps you with this. It allows you to create services where some characteristics or others prevail, to make them attractive to different segments.
They are those characteristics of your service that are surprising to the client, such as a great agency discount or added service that no one else contemplates.
There are the basic characteristics of a service, what makes it typical of a brand such as "If you are not satisfied, we will refund your money" of the El Corte Inglés department store. However, the "indifferent factors" are those that neither go nor come to the client, if they are fine, but if not, they are not missed.
They are those characteristics of your service that must be present yes or yes, such as an airbag in a car or a certain memory capacity in a smartphone. Finally, the "rejection factors" are those details of the service that do not fit the client with whom we are dealing and that must be avoided at all costs.
If you want to download the manual with the free real estate agent course in pdf, click here .
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