Always Be Consultative


[Blog Post #13 of 21]

Real estate agents are "salespeople."

Is that an insult?

Agents who work hard to put client satisfaction ahead of their own interest might be offended.

That's because salesperson is a dirty word. It conjures up images of manipulative sales tactics to get a prospective buyer to say yes.

Real estate sales in 2017 is very different than sales taught to the agents in Glengarry Glen Ross.

Sales is undergoing a makeover.

The trainers and gurus aren't teaching tactics. Instead they advocate empathy and a consultative approach.

Makes sense to me because that's how I've always interacted with prospects and clients.

Treat people with respect. Pay attention to their needs. Form a relationship. Become their trusted advisor. Boom!

But I'm not sure if good listening and empathy are skills that can be taught.

I understand an agent can learn "active listening" techniques, but I doubt that it will come across as genuine.

And I believe empathy is innate. You got it or you don't.

What do you think?

#sales #realestateagent #realestate #consultativesales

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Westfield, NJ 07090

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