Learn How to Create Value
-
Warning: gzinflate() [function.gzinflate]: data error in /home/totalq/public_html/wp-includes/http.php on line 1787
Sometimes attempting to sell someone something that they want vs. need can be difficult. One thing that makes it easier is learning how to create value around their wants and lifestyle. After you determine what they do want, you have to create value and transform that want to something that they need.
When a customer walks into a house in order to see it for the first time with their realtor, they struggle with looking at wants vs. needs. It is up to that realtor to create value and get them to see that this is the house they need. The realtor talks about how close the house is to neighborhood park and recreation area for the kids. They mention that the school the children would be attending is on the way back from the parents’ workplace so they can conveniently pick up their child from school. How quiet the neighborhood is so the wife can sit out on the patio and read her book, while the husband is barbequing for dinner that night. So on and so forth. The realtor doesn’t just give them the price of the house, let them walk around, and then say,”This is it. All you need to do is give me a credit card and it’s yours.”
You can’t ask for the sale if you have not created value for the customer. It might work for a small percentage, but most of the people shopping are looking for the best bang for their buck. Take the time to show them what their money is being spent on and let them see why they are making a great decision buying/renting from you. This strategy can change the face of your or property management business.
Written by: Joel Little, an experienced salesman and more importantly a St. Louis Cardinal’s fan.
Thanks for reading the property management ; where we tell the truth about selling and .
Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.
View 
Subscribe via 
