Behavior-Based Real Estate Selling? Can it be used for Good?
RealtyTimes always has interesting information from agents, buyers and sellers. One of their latest articles talks about the truth in behavioral selling. Author Dirk Zeller gives to his opinion on three truths to behavior selling; what do you think?
People tend to buy from salespeople who have a behavioral style similar to their own. “The reason is because the communication, connection and trust are at the highest levels.” People tend to trust those that behave similar to their own way of thinking and behaving. So how can we harness that power into selling our properties? Find the behavioral style either of your seller or buyer; whichever end you might be on. Provide information and facts if that’s what they’re looking for. Read their body language and try to estimate how well they are receiving something. You want to appeal to this person at their most basic level. This type of communication is called emotional E.Q. (similar to I.Q.)
Read more: 5 Unique Ways to Buy a Find and Buy a Home
“Salespeople tend to sell to customers who have a behavioral style similar to their own.” Just as we are drawn towards sellers who behave similar to ourselves, we can sell to customers to behave in a similar fashion. It’s one of those things where you just “click” with someone. You may not know why that if you focus on trying to connect with that person on a basic behavioral level, they may feel more comfortable towards you and may feel more inclined to purchase your property over another, a seller may not be as in tune with their own behavior as you are. “Because of the feelings, you are willing to ask questions, take a little more risk, not be deterred by a minor roadblock, and ejection handle more assertively.”
Once you know and understand behavioral styles, you are able to buy and sell more effectively. According to this article there are four different types of behavioral styles; 18% of the worlds population is dominant; 28% of the worlds population is influencer; 40% is a steady; and 14% of the worlds population is compliant. What you have to do is figure out what type of person it is that you’re dealing with and then blend your behavioral styleinto something that they can relate to. People buy and sell from people they like. When you’re selling a property and dealing with your real estate agent it’s best to try to understand the behavioral style and then work your conversation and communication around. You might be surprised as to how quickly you obtain a buyer, get your point across, and achieve the goal of selling your home or property. [Source]