The Reel

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A blog for breaking sales and neighborhood real estate news.

By, Betty Castro, Massey Knakal Realty Services

The sales process has evolved over the years as consumers have become more sophisticated and somewhat desensitized to the “sales pitch.” Gone are the days of the “pressure close” and other tactics widely used in the 1980s. Today, successful sales professionals understand that they need to provide significant value to their clients. They assume the role of advisors and experts as they practice the art of selling without selling. It’s a subtle, disarming approach that creates instant rapport and long-term trust. Simply doing what’s in the best interest of the client builds credibility.

Providing information and value without the “sales pitch” is unpredictable and different. It’s something your competition is probably not doing and it will immediately set you apart. Instead of pitching, try listening. Ask questions and let your prospect do the talking. You will uncover a vast amount of information that will help you meet their needs and establish a long-term relationship. 

Corporates: Betty Castro