Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores… Now people are saying that a new player in the Australian market, Purplebricks, could be real estate’s ‘Uber Moment’. I have to say I’m a little over ‘Uber Moments’!

Whether Purplebricks is going to cause disruptive change in the real estate market remains to be seen. While the parent company is throwing millions of dollars into advertising campaigns and the market is booming, it’s easy to see why they may be a threat.

But does this mean that the fundamentals of Sales has changed? I don’t think so.

Skill

When has ‘cheap’ ever been a substitute for skill? 

Salespeople who are trained in the art of negotiation should be in a better position to negotiate higher prices for their clients.

The trouble is, many salespeople say they are great negotiators but few can prove it and few have ever attended a negotiation course or opened a book on negotiation.

When has skill not been a requirement for success in Sales?

Value Proposition

Having skill and proving it are two different things, however.Not only must you be skilful, but you must be able to prove it.

My friend, Peter O’Malley, author of Real Estate Uncovered, and his latest book Inside Real Estate, said that more than ever agents must demonstrate their Value Propositions. They must show sellers how they will be better off if they list their property with a skilled agent. They must prove their case.

When has proving your worth not been a requirement for success in Sales?

Relationship

Regardless of the market, you will sell more properties if you enjoy good trusting relationships with the owners of the properties you list.

If sellers trust you, they will follow your advice. They will price their properties so that they are competitive in the current market. They will sell.

If they do not trust you, they will ignore your advice, refuse good offers or refuse to reduce.

When have trusting relationships not been a requirement for success in Sales?

Bottom line

Here is the bottom line:

If I could convince you that I can get you more money in your pocket, after fees, than any other agent can get you, would you list with me?

Prove that and you just might disrupt the disruptors!

Prospect constantly and set more appointments. Prove your Value Proposition and show your skill. Develop good relationships with your clients, and prove that even if they pay you more, they will have more money in their pockets because you are working for them.

When has this not been a requirement for sales success? 
Sales has not changed that much!

Gary Pittard

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