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
Recent Articles

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

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,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us