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Solution Selling in Real Estate: Sell What Customers Are Buying

Cara Pahoyo November 29, 2017 0

Buying property is a big, consequential decision for most people; they don’t do it impulsively. A smart agent pinpoints the most likely buyers for her property and discovers their concerns, needs, and wants. With this information, she can design marketing materials, showing presentations, and negotiating strategies that are more likely to move a prospective buyer from “maybe” to “yes.”

Solution selling is about identifying buyers’ housing problems and framing marketing as the solution to those specific problems. As a licensed realtor, you have to learn what you can about the most likely buyer of the property and put yourself in their shoes. Ask what would persuade them to view your listing as the solution to their problem.

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