Property sale process:

Our sector has its own characteristics that requires a different sales process than the rest of the sectors. An individual who wants to buy or sell his house does not go through the same phases as one who wants to buy a soft drink. The process of selling a property is more analytical and structured. You don't get up one morning and go to a real estate agency, but there are previous steps of motivation, research, etc ...

Understanding the steps to sell a property that consumers take from the moment they feel the need is key to optimizing our resources and being more effective.

Why is it important to study customer behavior for the property sale process?

We will agree that our sector has more than one customer profile. Studying these typologies will provide us with the necessary information to do our job better. And more specifically, it benefits us in:

Identify the stages of the property sale process to save time and money.
Facilitates continuous improvement and measurement of results.
It helps to evaluate what tools we need to achieve our objectives.
It allows us to establish a system for attracting new sales opportunities.
State objections

And what about our sector? Why is it so complex?

Many characteristics of our sector make it especially complex. Let's see what they are:

Great competition
Undoubtedly, at the moment there is a great supply of real estate sales on the market but there is also great competition.

Offer renewal
Sales cycles are getting shorter and shorter, as in the fashion sector, where it has gone from 2 seasons per year to more than 10! This sometimes makes it difficult to establish the return on investment. We continuously create promotional campaigns that are not always completed due to the continuous renewal of the offer.

The Internet has changed the process of buying and selling a property
Have you noticed that customers are now better informed? The Internet and real estate websites have brought us many good things, but also more savvy clients who know very well what they want.

Property sale process: Steps to follow

To be more effective in the exercise of your commercial work, and taking into account our sector and its difficulties, the CIMA structure proposes four steps to sell a property that will help you in the first phases of the property sale process, where the Customer motivations are so important.

Understand

Those levers and brakes that drive or stop our client will allow us to anticipate their motivations and attract them to our business.

From Inmogesco , we recommend that you study behavior patterns frequently, keeping up to date with studies and presentations.

Influence

It is possible to influence the vision of those points that our clients are not seeing. Thus, our commercial work will be more efficient. And consumers will move forward in the process of selling a home which is what we want.

Match

From the English "match", this step of the model serves to establish agreements on previous points to advance.

Let's take an example. You have had a first meeting with a client interested in buying a home. You have focused the area and the budget, but you have not reached any conclusion.

Following the process of selling a property, we encourage a new contact to establish points that allow us to continue taking steps towards closing the sale.

Sky Marketing is a leading marketing company working on many real estate projects like smart city, blue world city Islamabad and development housing societies in Pakistan.

Act

In this last step, we design an action plan together with our clients. We take them by the hand until the completion of the property sale process, improving their customer experience, and satisfying their needs.

Without a doubt, applying this process of buying and selling real estate with your clients will make you more effective.

Have you started this model on any occasion? Do you have any other techniques to advance your clients in the process of selling a property? Can you tell us?
We look forward to your comments!
https://knnit.com/