How can you remove the emotional connection a buyer has to your competitor?
What strategies can we employ to help clients overcome their emotional bonds with previous salespeople?
Think about the items you’ve bought, why you stick to the same brands, or even the same shop you bought them from.
This happens a lot when doctors move. Don’t you try and keep seeing the same doctor? Or what about when your hairdresser moves to a different suburb?
So, why don’t you try someone new? FEAR is usually the reason for your decision.
So, how do we get clients comfortable enough to meet and buy from us?
I get asked A LOT how to deal with competitors from other salespeople who are going in to see the same client. The process I’m describing in this video can be used in any industry. In this training, you will learn how to ask and create questions with precision, otherwise, you might come across as being manipulative.
The agents from Adrian Williams, a real estate agency, engaged in a discussion around the importance of profiling potential clients in negotiations.
By understanding how clients think, tailored questions can be asked that tap into past decisions and associated emotions. This technique helps in creating a positive emotional connection during negotiations, which is beneficial in influencing clients. It was noted that clients often vividly recall past emotional experiences related to property decisions, even from many years ago.
This method is a key part of their negotiation training, helping to dislodge clients from previous emotional bonds with other agents.
In the training, we learned:
Profiling and Question Construction in Real Estate
- The advantage of profiling is highlighted, focusing on understanding how individuals think, which aids in tailoring questions.
- Question construction is emphasised, particularly in relation to past decisions and emotions associated with those decisions.
- The emotional recall of past decisions helps in creating a positive association with the negotiator, enhancing influence during client interactions.
Emotional Bonds and Negotiation Techniques
- The difficulty of dislodging clients who have emotional bonds with previous salespeople.
Asking questions about past reasons for buying a previous house can help in breaking these emotional bonds. - The importance of remembering past feelings, even from years ago, is underscored as a key area in negotiation training.
The session aims to provide strategies to leverage emotional connections for better negotiation outcomes.
As you can see, it’s not just about asking any type of question. It’s about question flow, how the first question leads to asking another question, and so on. It also depends on how the question is asked and, importantly, how well you listen.
Think about it this way: How would you get someone to stop dealing with you?
