The Sales Suicide Quiz: Are You Sabotaging Your Real Estate Sales?
Many young, inexperienced reps who are fearful of rejection, as well as older and experienced pros who get burned out or are too comfortable, tend to commit selling suicide.
To discover if you are pushing away your own sales success, take this quiz:
1. When you are touring a home of a prospective seller do you pretend the house has no flaws?
If so, you will suffer a Death by Perfection. This kills credibility. Don’t hide negatives. Like the legendary negotiator Herb Cohen says “Great salespeople expose the flaws and deal with the issues immediately.”
2. After a house sits on the market for 30 days, do you say to the seller “If this marketing strategy doesn’t work, well…we’ll just try something else”?
If so, expext to experience Death by Doubt. Confidence sells. Lack of confidence in the house, marketing approach or self kills deals cold. Sounding wishy-washy undermines peoples confidence in you.
3. When presenting the buyer’s counter offer to the seller do you tell them the counter offer first or last?
If you tell them the counter offer first, then you are likely to be a victim of Death by Information. In this case, if you believe in the counter offer, build value for the offer before you present it.
4. Do you abbreviate your full listing presentation when a seller says that he has only fifteen minutes?
If so, you will end up Dead by Deadline. Not telling or selling the whole story puts enormous pressure on you. And if the deal doesn’t die but you end up getting the listing, you may end up compromising a ton… like your commission. Always give a full presentation and allow enough time to respond to questions and negotiate.