Keith Ellis - The psychology of real estate sales
Keith Ellis - Psychology can help you intuit your clients, analyze them since you cannot treat everyone in the same way, you must have a personal human psychology, be intuitive from what the image is, style of speaking, gestures and presentation, all Those are the indicators that will give you the profile and the radiography towards your clients.
Sales have become a very important factor in the world, they are a fundamental factor for the success or failure of a business, due to the ability they have to generate a transaction, in this sense, it is very important to know and learn to Forging them, it is worth mentioning that most of our life is spent selling it for the simple fact of exchanging a product or service for money, it is not the only application of the sales process, but have you asked yourself what is knowing how to sell?
Knowing how to sell is being able to satisfy customer needs with a product or service in exchange for economic barter.
Over the years any product or service has become susceptible to being sold, for this it is necessary to have a commercial language on the part of the seller, incorporating ideas or concepts that refer to the best and different that the brand provides. .
The seller must use the appropriate language in both verbal and non-verbal communication, the challenge is to find a suitable and appropriate formula throughout the sales process.
KeithEllis -Real Estate Psychology and Subjective Social Reality.
As you know, we all create our own reality that sometimes has little to do with reality itself. The typical example is the client who assumes that the purchase of a home implies the haggling of the price.
This cognitive error, (which some real estate agents even have), makes buying and selling a property problematic, difficult and takes longer than it should.
Let's take a look at some of the cognitive mistakes we all tend to make and how we can use this knowledge of real estate psychology to help clients buy a property and make a quick decision.
KeithEllis -The Influence of Emotions.
People let their emotions color their beliefs about the world. Our emotions also affect the way we perceive the risks and benefits of different activities.
HOW TO USE IT: Sell the benefits of the property first before its characteristics. The benefits are always intangible and appeal to feelings. This way you will sell more.
2.- Anchor Bias.
People are overconfident at the first information they hear.
HOW TO USE IT: Apply the marketing principle in your online campaigns that says: "It is better to be the first to reach the market than to be the best." One way to reach part of your target audience first is by using different means than real estate portals.
On the other hand, another application of this fact is in the negotiation. In a buy-sell negotiation the first bidder establishes a range of reasonable possibilities in the other person's mind. Any counter offer will naturally react or be anchored by that opening offer.
3.- Heuristic Availability.
When people overestimate the importance of information that is easy to remember.
HOW TO USE IT: In your advertising, always report the competitive advantage of the property and do not focus on its price or location. Keep your ads simple and write them from the heart. A fundamental gift of real estate psychology applied to advertising.
4.- Keith Ellis - Bandwagon effect.
The probability of a person adopting a belief increases depending on the number of people who have that belief.
HOW TO USE IT: Use testimonials from your clients on your website to sell your real estate service and professionalism. It seems not, but the testimonials generate more confidence than it seems.
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