Since it is a moment where we must be clear image to be turning difficulties into advantages: "A calm sea does not make good sailors," which tells us all these circumstances we must not let ourselves be influenced over the bill for both calls daily crisis at our doorstep. Sales are, today, a true profession, and is the most needed profession all over the world, it has to be seen as a favorable opportunity and not vice versa. "An optimist sees opportunity in every calamity. A pessimist sees a calamity in every opportunity" (Winston Churchill) Everything has an order. Sales is prospecting, presenting, closing. We must also consider what kind of prospect is, and ask for information as a reference to keep making more sales. Given all this cocktail have to be more professional and seek the appropriate channels for the sale of properties in a market downtrend. WHAT TO DO?
1. A market has a downward trend because there is more supply than demand.
However, there is always someone who wants to buy. If there are a hundred properties on sale for only half a dozen buyers have plenty of buyers: one is enough for us, and still they exceed five. Put another way, our opponents are not the buyer but the other vendors. This is to make our property more attractive now that all similar in your area, and the buyer will be our own.
2. Well informed of the actual selling price if not known, find the asking prices for similar properties, to dismiss those who ask ridiculous amounts, and others considering trading margin of at least 10%: these are the actual market prices. Keep abreast of market developments.
3. Refine buyers to leave only the serious.
Some people want a house but not enough to be able to buy at current conditions. I'm sorry, we can not waste time with them.
4. Putting our house slightly (only slightly: 5%) below the true market price. And becomes the most attractive market. NOTE: Make it clear that the price is not negotiable. Advertise in all media.
5. Never give the impression of being desperate or struggling. Our
línea argumental debe ser: lo vendo porque lo quiero vender y punto. No pido precios astronómicos porque conozco el mercado. Es incluso barato de salida porque a mí no me gusta enredarme en negociaciones ni pedir precios irreales. Es un buen precio y lo sabes. Tómalo, o deja pasar la ocasión.
6. La decisión de compra se basa no sólo en cuestiones económicas, sino psicológicas: la propiedad debe causar buena impresión emocional al visitante. Eso significa, por supuesto, estar ordenado, arreglado, limpio y luminoso. El piso debe dar una impresión de felicidad, salud y armonía entre los que lo habitan, nada que sugiera enfermedades, dificultades o problemas. Muéstrese el piso, if you can choose a day of good weather or good news. Who teaches the property must be nice
7. Build empathy be liked to the buyer, looking for commonalities.
8. Find out everything you can about the buyer
additional facilities they need and that we make, rather than lowering the price. Do not believe everything they tell us.
9. Ignoring threats
Using our own weapons of pressure, as the existence of other interested buyers. This last drop subtly better, not to mention such. It is essential to be true, although it is good it is.
10. Always be clear that negotiations may break at the last moment:
is hard to admit and that is why there are those who take the opportunity to say that it has found a cheaper property and either reduce or we buy it. But if we know the market price in the area, we know that our building is attractive and therefore we are well priced, can be a screen or a seller truly troubled land that has thrown its price
Juan C. Salas.
DPA
