Real estate sales training

I have not studied sales training too terribly much but I think I have picked up enough to understand what it entails in my business (real estate).

Here is what I have picked up so far:

• Ask questions to find out if you are working with a qualified prospect.
• Ask questions to find out what the prospect wants, why, and under what conditions they will buy.
• Secure an upfront committment. (Buyer - Broker Agreement)
• Show the prospect homes that meet the criteria they outlined.
• Ask which of the homes they want to buy and why.
• Answer any questions or concerns the prospect might have. Some of these might be thought of as objections.
• Write up the contract. Oversee the deal to closing. Maintain ongoing customer service.
• Stay in contact. Develop referrals.

Did I miss anything?

I work with manufactured homes which isn't too much different than real estate. Your outline looks great for a Buyer. What would you do with a Seller?

Originally Posted by realtor Did I miss anything?

It looks like you did a good job of touching on the basic framework of one-on-one selling.

Originally Posted by Thomas I work with manufactured homes which isn't too much different than real estate. Your outline looks great for a Buyer. What would you do with a Seller?

The only thing I would do different is the presentation. Instead of presenting homes I would present my services.

Originally Posted by saltydog It looks like you did a good job of touching on the basic framework of one-on-one selling.

I agree. The framework is accurate.

That is the basic framework for all personal selling is it not?

Originally Posted by Milton That is the basic framework for all personal selling is it not?

Yes, as far I know.