With the high competitiveness that the Brazilian real estate market presents, the professionals involved in the sector need to use all smart strategies to attract customers and, in this way, get more business. Within this context, knowing the best negotiation techniques for brokers is essential.
Through this type of tactic, it is possible to naturally awaken in people the desire to open a negotiation and thus achieve good results at the end of the month.
And you, were you interested? Check out the 7 tips we’ve prepared below and find out how to do it!
1. Know all the details of the property
The first of the negotiation techniques for brokers that you need to master is to have knowledge of all the details of the property. Once this is done, you will be able to circumvent customer objections much more easily and, therefore, be able to reduce the sales cycle.
Do not focus only on the property, but also seek information about the neighborhood, the adjacent streets, the financing conditions and even the neighborhood.
2. Use the sense of urgency
Knowing how to use a sense of urgency is important for any sales professional. And in the real estate market, things don’t change much. Therefore, use this technique to generate conditional offers and incite fear of loss, as this can lead a potential buyer who is in doubt to close the transaction more quickly.
3. Understand the real estate market
Understanding the real estate market well is a homework assignment for any broker, and you cannot give up on this sales technique. With it, you can better justify your arguments with data, gaining much more authority and credibility in front of your audience.
4. Shut up after giving the price of the property
Shutting up after giving the price of the property is also one of the best negotiation techniques for brokers, however many professionals forget to use it. This strategy helps to leave the customer reflecting and also creates, of course, a positive pressure for him to make up his mind and not miss this opportunity.
5. Take advantage of customer questions
To an unwise smart professional, customer doubts may sound boring or delay the completion of the transaction. However, the smart broker must take advantage of these dilemmas to direct the purchase, leading the person through the sales cycle in a subtle and reliable way.
6. Be objective, calm and honest to create rapport
Rapport is a word of French origin that can be understood as the establishment of trust, harmony and cooperation in a relationship. And, in the real estate market – which involves such high values - this is essential. In that case, be objective, calm and honest, as this improves the relationship and increases the chances of success.
7. Work after-sales
Finally, you can’t stop working after-sales. Even after finalizing the deal and receiving your commission, you must be present and willing to help your client with any problems that arise. With this, you earn referrals, earn loyalty and will be easily remembered when that person wants to purchase another property.
These are the 7 best trading techniques for brokers. Did you like our post and have any questions or suggestions? So leave a comment here!