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Dealing with Buyers

October 3, 2011 by Gloria Keith

REALITY CHECK…it is not uncommon for Salespeople to periodically run into Buyers who are being very “picky”. This is particularly difficult right if there is a shortage of sharp homes on the market. The good ones are selling fast. There’s really three main criteria every Buyer has: price, features, location. Meeting all three is highly unlikely. The great Salespeople are the ones that help the Buyer accept this and move forward.

Here is your ACTION STEP…unrealistic Buyers get that way because we do not educate them on reality. Here’s what works:

1) “Mr/Mrs. Buyer…can I be totally up front with you? (OK)

2) The exact home you are trying to buy is not on the market, can I explain? (What do you mean?)

3) “No home is perfect, even if you were spending $5 million, there would be compromises. The compromises you have to make on this home are much, much less than for anything else on the market. Does that make sense?” (I suppose)

4) “Let’s get an offer together on this home…before someone else does , it clearly is the best one out there for your needs. Where do you want to start the bidding?”

Practice these lines. Help your Buyers learn that you really do know the inventory. They’re lucky they found you. NO Excuses.

 

Filed Under: Blog, Sales Training

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