Sales Pitches?

Question

There's a problem being new to a job. I currently work for Sears part-time and when i first started I felt lost and I wasn't very confident in pitching some of the services that we offered. As a result my stats were terrible and I didn't sell as much. Which brings me to my point: Being able to explain exactly what your trying to do to a potential buyer is crucial to the deal even floating off the ground right? Now I'm looking at a blank piece of paper trying to come up with some good points to add to my sales pitch. Any pointers?

Aaron Mazzrillo · Answer

What are you asking? How to pitch extended warranties? How to get someone to upgrade to a better model? Not sure why you are posting this on a real estate forum??

Remember, the key to any selling is to sell the benefits, not the features. Do tell them about the shiny object, tell them how it will make their life easier, less stressful, give them peace of mind.

Get some books on selling and negotiation. We are all salespeople whether we want to believe it or not. Even your haircut is part of your sales pitch. Good luck!

Jeff Crum · Answer

Completely agree with some of the things that have been said.  However, it's not about manipulation, since as an investor, you prob have a certain area in mind, and in saying that, you can't go around duping people.  Long-term connections are the keys.  That being said, people just wanna know how this helps them, or how does this make my life easier/better.  If you can answer that question well, you're in the game.

Terry Butler · Answer

Thanks to everyone for their replys.

Jackie Lange · Answer

Just explain
"what's in it for them"
that's what people want to know

Jackie Lange

Terry Butler · Answer

@ Aaron Mazzrillo

I understand that my question was a bit off target but i didn't know exactly how to word it. You hit the nail on the head really when u mentioned benefits and features. That was my real concern. I realize that this would come easy with more education and knowledge so I'm just going to stay in the forums.

Phillip Gainey · Answer

Why not just tell the truth?

PG

Max Drizin · Answer

If I'm trying to get money from an investor, I always ask for advice.  People love to give advice.  There is nothing better than feeling smart by telling someone what they think is right, no matter how wrong they are.

I go along with bad agents who are connected to money simply to network, and I play along with their strings of 5-6 cap properties that they want to broker for me.  I'm always getting advice, until I ask them if it is something they would be interested in.

At that point, we are talking about my deal and investing in it, and by the time they realize they've invested in it, they think that they basically created the deal.  It's great for them, because they are feeling accomplished and making a good amount of money.

For sellers, it's about confidence.  I'm always blunt with sellers because it's intimidating for them when I walk in with figures and information as to why their prices are too high.  They second-guess themselves and end up deciding that I probably have a better valuation of the property.  It's an information game, and if I can walk into their office, have a pro forma figured out based on comparable rents and estimating expenses or looking up expenses (taxes, etc.), I'm way ahead of them.

Sales is really about manipulation.  You never want to give your target/victim/client/whatever-you-call-them a choice, you need to lead them to saying yes to you.  Always saying yes.  Never give people negative questions, because it lets them say no.

I sound like a horrible person.

Bill Gulley · Answer

A sales pitch might work for insurance for a computer or a car but IMO, not RE. While there are little comments that Realtors use, like always calling a house a "home" instead of saying property or house. There is psychology in selling, but a home purchase is major part of anyone's life with different aspects to address. Trying to use a canned pitch will, sonner of later, make you look bad, all people aren't stupid and there is not a paragragh that you can recite that will make them buy. Books are written on salesmanship.

Sales Pitches?

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