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?