What's the Point?

What’s the point? – not in a futile or introspective examination way, but in a sales strategy way.

So often today we hear people – both in looking at new homes and in shopping for a newer existing home – express various concerns that we mistakeningly assume are the real issues. They aren’t.

That’s the point – the real point. What we are tempted to think are the real issues are only symptoms or expressions the real issue. Any attempt at dealing with the various non-issues only aggravates the situation and forestalls making sales.

Let’s take a few non-issues that appear at first glance to be serious concerns.

People want to wait for prices to stop falling (bottom out) before they buy. This is not the point. Buyers offer this as the genuine article in hopes that we’ll accept this and forget about trying to make a sale. The point is that people don’t want to feel that they’ve paid too much or that they could have bought it for less had they waited. Simply put, they want to make sure they getting maximum value for their money.

People can’t sell their current home. Of course they can sell it if they price it correctly. Again, this is not the point. The point is they want to get top dollar for their home and a bargain on the next one. They want to feel that they made as much money as they could and spent no more than was necessary. They want value.

People want a deal. Who doesn’t like a bargain? But that’s not the point. People don’t need prices slashed or items tossed in if they really feel that they are getting the home that they want at a fair price. They want value.

The real point is that people want to make sure that they are not overpaying for something that they can get for less. They want value.

It’s up to us as salespeople to help people identify a property that offers them what they want and then to help them understand how they are getting maximum value for their investment. That’s the point.

* For more information about my consulting and coaching services visit my website stevehoffacker.com.