First impression is everything! I know, many of us may have heard the phrase thousands of times, right? But it is true, that when we meet someone for the first time, that time may not be the last time we meet him, in fact, there is a universal law “what goes up, goes down” or “what goes around comes around”. around. “That person to whom we could have said a nasty or abused word could end up being someone who can decide my fate in court, give me a yes or no answer for a loan, decide or not decide to sell me their house. be the case, building a good relationship can or should guide, close or seal the deal in your favor.
What should we do or say when we meet a salesperson for the first time?
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Is this the right person? Introduce yourself politely, shake the owner’s hand and ask “Are you Mr. / Mrs. So-and-so, it’s a pleasure to finally meet you.”
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Speak slowly, mimicking the level of tone and speed of speaking with the salesperson. Don’t talk too much to the seller, don’t talk about the seller, or speak faster than the seller. Speak at the same pace and tone level. Use body language by leaning in to show that you are interested in what he is saying. Stand the way they stand, sit the way they sit, and be subtle. The idea here is not to imitate directly. That would seem strange or strange. Plus, interact the way they like to interact and interact like they do, and you’ll develop a better connection and report.
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Meet the seller. Look around the house and pay attention to family photos or photographs. Make conversation; get the seller to talk about himself like habits-marriage-children, etc. Ask questions and don’t talk too much about yourself. Generate a report while asking questions about the house. Again, get the salesperson talking about himself.
“Harvard neuroscientists Diana Tamir and Jason Mitchell have conducted a series of behavioral experiments, pointing to the fact that talking about yourself (in this case, this would be the salesperson) feels so rewarding, right down to the brain cells and the synapse, that people can’t help but share details about themselves. “
If you master the four principles of rapport, you can go with the DEAL!
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Report principle n. # 1: Empathy: Empathy is the ability to understand and share the feelings of others. If you want to understand another person, a) make them talk about themselves and b) show that they are listening.
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Principles report n. # 2: Authenticity: “Be real, be yourself.” No fake or fake smiles. Have a genuine concern for the situation and the seller’s conversation about family, hobbies, and why they are selling. People like genuine people.
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Relationship principle n. # 3: Similarity – The more you can find common ground, the more likely you are to develop a genuine relationship and like each other. They prefer people to move the way they move. Find common interests and backgrounds with the other person and you can make and deepen connections.
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Report of the principle n. 4: Shared experience: It is also true that if you simply spend time with people (dinners, coffees, events, etc.), the affinity between them will increase. So if you want to report and increase your influence with sellers or buyers, engage with them. Create a shared experience.
We are here to build relationships with sellers and buyers, and to do so, we have invested our time to ensure that we are adhering to the 4 principles of relationship:
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Empathy: Be curious. Listens. Watch out.
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Authenticity: be real.
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Similarity: find common ground.
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Shared experience: interact.