Longest Sales Call Ever! Part 2

My last blog was written while Mary, a very persistent telemarketer, was talking. Out of fear of being rude, I didn't want to hang up on her. Finally, one hour and 45 minutes after I answered the phone, I hung up. She was in mid-sentence.

She was obviously selling something she believed in. When was the last time you were so excited about something that you spent one hour and 45 minutes sharing it with someone else? As salespeople, we often hear of the "elevator" sales pitch. This is the sales pitch you have rehearsed for the unexpected event that you have one minute to share your service with a potential customer. I'm starting to feel a little like Goldilocks. One sales style is too long, the other sales style is too short. What style is just right?

Maybe the approach is all wrong to begin with. Both styles above rely on how much information you are able to give to your potential customer. Someone once told me that every sales pitch is successful. Either you successfully argue that your customer needs your service or the customer successfully argues that they don't. What about an approach which lets your customer sell you their needs?

How would one accomplish this? As a Realtor, I have a lot of techniques and tools to service all kinds of needs. My presentation book is three inches thick. If I sat there and went through every page, I would be Mary. During any presentation I ask a lot of questions, then I listen to the answers. My "presentation" is a conversation. I can't do my job until I fully understand the needs of my buyers and sellers. When I fully understand their needs, I do not try to manipulate a predetermined solution to fit the need. I come up with a solution, novel if needed, to actually meet that particular need. I do not sell houses, I help people.

As a real estate agent, here are some questions that you should be asking yourself:

1. Did I truly listen to my customer, or was I computing commissions in my head while they spoke?
2. What can I learn from this unique individual and their situation?
3. Am I really the right person to help this person or do they need a referral (agent in another area, mortgage broker, accountant etc.)?

As a consumer, here are some questions that you should be asking your Realtor:

1. What makes your marketing plan unique?
2. What will you do if we are not getting any showings on our home?
3. How will you implement my ideas?

As a consumer, here are some questions that you should be asking yourself ABOUT your Realtor:

1. How long does it take for them to respond when I call or write?
2. Do I feel like they are listening to me?
3. Do I really trust that their expertise will guide me to my goals?

When hiring a Realtor to help you sell your home or to help you find your dream home, you should be asking a lot of questions. Once you have found a Realtor that has the experience and the expertise to guide you to your goals, trust them. A great Realtor will not only listen to you, but teach you and guide you along the way.

Katy Cardinale is a licensed real estate sales person for First National Realty, Inc.