http://www.tomhopkins.com/blog/sellingskills/real_estate/selling-with-emotions/ Selling Skills | Sales Training | Close More Sales | Increase Sales Revenue Tue, 08 May 2012 09:04:50 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.tomhopkins.com/blog/sellingskills/real_estate/selling-with-emotions//comment-page-1#comment-566 How To Increase Sale Thu, 16 Sep 2010 11:49:10 +0000 http://www.tomhopkins.com/blog/?p=62#comment-566 Great article, you got it right with the emotions. Great article, you got it right with the emotions.

]]> http://www.tomhopkins.com/blog/sellingskills/real_estate/selling-with-emotions//comment-page-1#comment-84 Neeraj Bali Thu, 18 Mar 2010 12:47:11 +0000 http://www.tomhopkins.com/blog/?p=62#comment-84 Nice article. Selling is less about Logics & it is more about Emotions. Nice article. Selling is less about Logics & it is more about Emotions.

]]> http://www.tomhopkins.com/blog/sellingskills/real_estate/selling-with-emotions//comment-page-1#comment-79 Annie Wed, 17 Mar 2010 05:14:57 +0000 http://www.tomhopkins.com/blog/?p=62#comment-79 btw... Once, I had a brilliant moment, when the three of us - my clients and I - were sitting in the living room of a model home that we ALL adored. My emotions were was genuine so my next comment worked. I really did "want one of those." Arms outstretched on the couches, facing one another, and after a long pause, I said, "GEEZ, guys! You weren't supposed to sell ME a house!" We all had a great laugh and they very happily, still own their home. btw… Once, I had a brilliant moment, when the three of us – my clients and I – were sitting in the living room of a model home that we ALL adored. My emotions were was genuine so my next comment worked. I really did “want one of those.” Arms outstretched on the couches, facing one another, and after a long pause, I said, “GEEZ, guys! You weren’t supposed to sell ME a house!” We all had a great laugh and they very happily, still own their home.

]]> http://www.tomhopkins.com/blog/sellingskills/real_estate/selling-with-emotions//comment-page-1#comment-77 Annie Wed, 17 Mar 2010 04:58:27 +0000 http://www.tomhopkins.com/blog/?p=62#comment-77 This is exactly what I did, when I was a broker. I qualified my clients, well, before we ever looked at homes. By the time we did so, my clients and I had such an excellent rapport, that we could talk, laugh, joke about their lives, families, jobs, etc. I would even prepare my clients for that emotional moment, when they KNEW they were standing in the home of their dreams, by telling them before we even looked at homes, that they would eventually experience such a moment. I could watch without speaking and see them picturing their furniture in the living room, their piano, their children, or themselves in that hot tub sipping drinks with little umbrellas in them, etc., and at that point, I would stand next to my clients and face the same direction as they, not necessarily looking them in the eye but gazing in front of us and suggest my "presumptive close" which would sound like, "I can just see your baby grand piano in here, facing this way..." or make a funny quip that related specifically to their own lives, that we all knew about. If we all stood still, smiling, nodding, and they agreed with me, I knew they were already emotionally living in their new home. If they disagreed, I never tried to overcome that objection. It was real. I'd steer clear of that suggestion until I sensed a stronger emotional surge, at a later time or in a different home, all-together. Soon, they'd start asking the "how" and "when" questions of owning their new home. Knowing when to drop my presumptive close was paramount. For me, those were the moments in real estate that were the most rewarding and when we all had the most fun. This is exactly what I did, when I was a broker. I qualified my clients, well, before we ever looked at homes. By the time we did so, my clients and I had such an excellent rapport, that we could talk, laugh, joke about their lives, families, jobs, etc. I would even prepare my clients for that emotional moment, when they KNEW they were standing in the home of their dreams, by telling them before we even looked at homes, that they would eventually experience such a moment. I could watch without speaking and see them picturing their furniture in the living room, their piano, their children, or themselves in that hot tub sipping drinks with little umbrellas in them, etc., and at that point, I would stand next to my clients and face the same direction as they, not necessarily looking them in the eye but gazing in front of us and suggest my “presumptive close” which would sound like, “I can just see your baby grand piano in here, facing this way…” or make a funny quip that related specifically to their own lives, that we all knew about. If we all stood still, smiling, nodding, and they agreed with me, I knew they were already emotionally living in their new home. If they disagreed, I never tried to overcome that objection. It was real. I’d steer clear of that suggestion until I sensed a stronger emotional surge, at a later time or in a different home, all-together. Soon, they’d start asking the “how” and “when” questions of owning their new home. Knowing when to drop my presumptive close was paramount. For me, those were the moments in real estate that were the most rewarding and when we all had the most fun.

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