It's not what you sell
that makes you different

It's how you go about selling it!

"Consultative Selling" is where you focus on the sellers best interests first and your commission check second.

Ask yourself this question -When you go on a listing appointment and are sitting at the kitchen table what is your objective, what's your focus, what's your purpose? My guess is that you probably answered something like: "To get the listing, To sell myself or To get hired!"

When you say to yourself, I am after this listing, you are putting yourself first and the seller second. You have a self-serving attitude and your behavior style will be aggressive. The seller perceives you as a typical salesperson who is out to sell! (Remember how you perceived sales people and how you felt towards them before you became one?) They feel they have to hedge their bet with you and protect their own interests.

The opposite happens when a salesperson uses "Consultative Selling". Here the agent focuses first on the seller's needs, welfare and their best interests rather than on their own pocketbook or wallet. The objective of the agent is to help the seller make Good Decisions! The attitude is different and so too the behavior style. All of a sudden the seller senses you are on their side rather than just there to get a listing. A breath of fresh air of integrity is experienced. An openness between seller and agent begins as barriers of distrust come down. This allows a "true" relationship to be built and solidified based on the foundation of "Trust & Confidence ".

There is a very specific "Interview Process" that has been developed where an agent can guide the seller through so they arrive at "Good Decisions". It is very structured so it becomes a "Professional Standard" way of conducting business. It also has substance that is supplied by the individual agent's personality conducting this "Interview Process".

The result is a more comfortable and professional interaction between the agent & seller. As the comfort and professionalism level increases so does the conversion ratio - More Listings Obtained!

To put it most simply:

"No one likes to be sold,
 but everyone loves to buy!"

"Consultative Selling" is having people feel so comfortable and confident with you and your services that they want to buy! It's simpler, more comfortable, professional and a lot more rewarding.

~ Steve Woodruff