Josh Bath

I had been into sales training all my life, from in the early days of my real estate career. Some worked and become part of me, and a some well, let just say they’re rather outdated. But one uncanny technique that works not only in my professional career but also in personal life. I saw it worked well amongst parents, friends, bosses not only to prospects. The main idea here is to establish yourself as an agreeable person around, not just another agent.

Openhanded selling, how does it work?

This technique is to influence the prospect in their decision-making process.Unlike hard selling, here you become more of a listener rather than a presenter. The key to the success of this technique is how well you listen. You must  first be an interested party to talk to. For as long as the prospect is willing share information with you, it means that he is interested. Even if most words coming out are not in your favor, it simply means he is doing the thinking weighing his options.

Many people think that soft-selling is the easiest way since they can avoid persuading people upfront to buy. Wrong! The most challenging part of this technique is how to be genuinely interested to people’s concerns. No matter how busy and fast-paced your work be, your prospects take center stage when you are in the meeting with them. It will normally take you quite some time and patience before you get a grasp of aspects like different personalities, values and language patterns in communicating with complex people. The most effective way to improve this technique is to go out and connect to as many people as you can.

The flow of the conversation is mainly led by the prospect. You as an expert will ask interesting questions that will slowly bring light to the benefits of the listing you are selling. Both of you will be engaging in to a enjoyable, sometime funny question-answer conversation that will funnel down to his decision to buy. If done properly, the prospect will end up agreeing with you, closing the deal and sees you as a very positive person. A person who is real capable of taking care of his needs.

It’s not about closing the deal, it is about building relationships. People will consult you because they can trust you. Prospects will not only by one-time clients, they will transact again with you and referrer you to others. In the end, you will not find yourself just doing what you are hired to do, your ability to influence people will make you special.