Why You Need A Negotiator, Not A Salesperson

almost 2 years ago
Why You Need A Negotiator, Not A Salesperson

We’ve all heard the saying that ‘She has the gift of the gab’ or ‘He could sell underwear to a nudist’ but is that what you really need when selling your property? 

Let’s not get this wrong. Selling is a very difficult skill to master otherwise every salesperson would be near enough just as good as the other! The truth is that the best salespeople in the estate agency industry are negotiators. It’s a subtle but important distinction. 

You see, a salesperson will talk you into buying something. Occasionally by beating your ears into submission! Why would they try to sell you a two-bedroom flat if you are looking for a three-bedroom semi? Because they are focussed on selling.  

A negotiator, on the other hand, listens far more than they talk. They hear what you are saying, what your needs are then matches your requirements to what they feel would best be suited. 

Not only this, but look at the dictionary definition of negotiator compared to a salesperson from Collins dictionary: 

 

So, when an agent is acting on your behalf to buy or sell a property, which type of person would you desire? In my experience, the negotiator bends over backwards to find a middle ground and works with both parties to find out how to get things resolved.  

When you are interviewing agents to sell your home, be wary of the agent who reduces his fee, without being pressed to do so… because how easily will he give in to a buyer’s request for a low priced offer for your property? 

Good, clear and honest communication is the key. 

Selling property isn’t about house prices or mortgage rates (these are huge parts of course!), but it is about people, solving their needs and satisfying their wants. Find an agent that you feel does that for you and in all likelihood, they will also treat the other party the same way.  We’ve all heard the saying that ‘She has the gift of the gab’ or ‘He could sell underwear to a nudist’ but is that what you really need when selling your property? 

Let’s not get this wrong. Selling is a very difficult skill to master otherwise every salesperson would be near enough just as good as the other! The truth is that the best salespeople in the estate agency industry are negotiators. It’s a subtle but important distinction. 

You see, a salesperson will talk you into buying something. Occasionally by beating your ears into submission! Why would they try to sell you a two-bedroom flat if you are looking for a three-bedroom semi? Because they are focussed on selling.  

A negotiator, on the other hand, listens far more than they talk. They hear what you are saying, what your needs are then matches your requirements to what they feel would best be suited. 

Not only this, but look at the dictionary definition of negotiator compared to a salesperson from Collins dictionary: 

 

So, when an agent is acting on your behalf to buy or sell a property, which type of person would you desire? In my experience, the negotiator bends over backwards to find a middle ground and works with both parties to find out how to get things resolved.  

When you are interviewing agents to sell your home, be wary of the agent who reduces his fee, without being pressed to do so… because how easily will he give in to a buyer’s request for a low priced offer for your property? 

Good, clear and honest communication is the key. 

Selling property isn’t about house prices or mortgage rates (these are huge parts of course!), but it is about people, solving their needs and satisfying their wants. Find an agent that you feel does that for you and in all likelihood, they will also treat the other party the same way.  

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