When pitching a sale of a commercial property to a buyer it's the story you make and the information provided that will be critical to the outcome. That's why they call you a salesperson. The better the story and information, the greater the chances of closure.
Practice and experience as a real estate agent will help you build skills in pitching a property. It is better to soft sell a commercial property with a great relevant story, than to hard sell a property with pressure. The buyers in commercial real estate are of a greater intelligence, and experience than other more basic property buyers such as residential.
To be successful in commercial real estate sales and leasing, you should seek to become the master negotiator. That means refine and control what you say, think, and do. The property market has to see you as the best.
There are some essential rules to use when pitching a commercial property for sale. Every property promotion and inspection should be built around them. So here are the main ones.
1. Be interested in the buyer and their needs. Ask more questions than you answer until you really know what they want by way of property.
2. Position the property in the mind of the buyer with a series of stories of relevance. That helps them listen to what you say, and remember it well after the inspection. The best salespeople tell the best stories.
3. Have all the property details at hand so you can be specific in your answers. That includes tenancy, rents, leases, plans, improvements, titles, and local demographics.
4. Show the buyer only a small number of properties in any inspection and take reasonable time in walking through those properties that match their needs. Don't confuse the buyer, but help them to see benefit.
5. Information regards the local area. Some buyers will come from outside the region, so local maps, population detail, and business sentiment will be relevant.
When pitching a property to a buyer you really want to be mentally alert and focused on what you say and convey. As a general rule buyers are attracted to the purchase when they are working with an agent that is knowledgeable, committed to helping them, and who communicates convincingly.
This may sound fundamental and obvious, but it is remarkable how many salespeople show a property but do not really connect with the buyer. The best salespeople really do connect well and sustain it to the end of the inspection. It makes the follow up and ongoing contact all that more effective.
John Highman is an expert real estate speaker and coach that helps Real Estate Agents globally to improve their property business, market share, listings, and commissions. John is a successful real estate agent himself and has been so for over 30+ years.
Article Source: http://EzineArticles.com/?expert=John_Highman
Article Source: http://EzineArticles.com/6078934
Practice and experience as a real estate agent will help you build skills in pitching a property. It is better to soft sell a commercial property with a great relevant story, than to hard sell a property with pressure. The buyers in commercial real estate are of a greater intelligence, and experience than other more basic property buyers such as residential.
To be successful in commercial real estate sales and leasing, you should seek to become the master negotiator. That means refine and control what you say, think, and do. The property market has to see you as the best.
There are some essential rules to use when pitching a commercial property for sale. Every property promotion and inspection should be built around them. So here are the main ones.
1. Be interested in the buyer and their needs. Ask more questions than you answer until you really know what they want by way of property.
2. Position the property in the mind of the buyer with a series of stories of relevance. That helps them listen to what you say, and remember it well after the inspection. The best salespeople tell the best stories.
3. Have all the property details at hand so you can be specific in your answers. That includes tenancy, rents, leases, plans, improvements, titles, and local demographics.
4. Show the buyer only a small number of properties in any inspection and take reasonable time in walking through those properties that match their needs. Don't confuse the buyer, but help them to see benefit.
5. Information regards the local area. Some buyers will come from outside the region, so local maps, population detail, and business sentiment will be relevant.
When pitching a property to a buyer you really want to be mentally alert and focused on what you say and convey. As a general rule buyers are attracted to the purchase when they are working with an agent that is knowledgeable, committed to helping them, and who communicates convincingly.
This may sound fundamental and obvious, but it is remarkable how many salespeople show a property but do not really connect with the buyer. The best salespeople really do connect well and sustain it to the end of the inspection. It makes the follow up and ongoing contact all that more effective.
John Highman is an expert real estate speaker and coach that helps Real Estate Agents globally to improve their property business, market share, listings, and commissions. John is a successful real estate agent himself and has been so for over 30+ years.
Article Source: http://EzineArticles.com/?expert=John_Highman
Article Source: http://EzineArticles.com/6078934
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