1 End of the real estate sale according to the type of interview It is difficult that a sale of high price and risk such as real estate is completed in a single session or interview. More often than not, our sales work is carried out through a series of meetings in which ...

Interviews and personal sales

Interviews and personal sales

1 End of the real estate sale according to the type of interview

It is difficult for a sale of high price and risk such as real estate to be completed in one single session or interview. More often than not, our sales work is carried out through a series of meetings in which the salesperson applies the sales method in order to close the transaction. See the following diagram:

Interviews and personal sales

Interviews in the personal sale

So the scope of the personal sale goes from the first personal contact until the closing ... and beyond, until the end of the formalization of the sale, if the result of the same is positive. This is the best possible way.

But two other options can be found at the end of this process:

  1. a) The client rejects the offer of sale that we have given him presented -follows closure- and we can continue presenting you other properties. Starting a new sales cycle.
  2. b) The customer rejects the submitted offer - be it the first or other successive ones - and we can not continue presenting any other offer.

2 Interviews in the real estate sale

However, for the purpose of closing the interview we can distinguish between the final interview in which the closure attempt occurs and all the previous ones that have been necessary to get here. See the following schema:

Interviews and personal sales

Interviews and personal sales 2

The first ones we'll call intermediate sales interviews and the last one, closing interview.

See another way of presenting these two kinds of interviews.

Interviews and personal sales

Interviews and personal sales 3

The interest of this question lies in the different closure that both types of interviews need. And while the purpose of the latter is clear: close the sale -get the commitment of the client, the yes buy -, the ultimate goal of the rest -of all the previous ones, including the first- is another : close-finish, end-the interview so that the continuity of the sales talk is guaranteed despite the times that will pass between the different interviews that will be held until reaching the closing.

This issue had not been carefully considered until the work of Neil Rackham, Spin Selling. But from this we know something that, although it could be suspected, since the publication of that text we know that the two statements that we will present, here briefly and in more detail in a later article, are supported by evidence and statistical test.

And these are: Intermediate interviews should be closed so that the effective continuity of the next sales conversation is assured.All our interactions or Contacts, personal and non-personal, subsequent, should also close with an advance, this time, towards the proper functioning of the relationship ... with customers already.

Stay healthy!

Real estate news, tourist or traditional rental

Tourist rent is more profitable, but only from 60% occupancy. In recent years, investment in housing has been increased to allocate it to tourist rentals. From the outset, this type of rent seems to report a high profitability. The agreed rental price is usually higher than the traditional rent. ......

The Euribor closes 2017 with a new historical minimum

As we have already mentioned in previous news, the year 2016 stood out as the period in which the 12-month Euribor entered negative territory, which is why fixed-rate mortgages began to take center stage. This negative trend continued and we saw how in 2017 the Euribor reached minimums ......

5 APPS to improve real estate videos from your mobile

The use of the mobile phone to record or take photographs has been irremediably extended in recent years and there are a number of tools that allow improving the quality of the images taken. Keep in mind that more and more agencies that use real estate videos to present their properties, but ......

Real estate news: Approved eviction law express squatters

Last April, the Congressional Justice Commission approved the proposed PDeCAT law that modifies the Civil Procedure Law in order to speed up the end of illegal housing squatting. One of the priorities is to recover the squatted house within a maximum period of 20 days ......