Real estate sales: The most effective techniques

CIMA method

This method proposes four steps to follow that are positive for the agent during the first phases of the purchase process.

• Understand, identify the pros and cons that drive or stop the client.
• Influence, make the client see those pros that you are not considering.
• Match, establish agreements on previous points.
• Act, design a plan jointly with clients.

KANO model

This sales model proposes four categories that serve to prioritize the client's needs.

• Expected quality (Must be). These are the essential benefits that the service must have, the minimum that can be demanded.
• Desired quality (Performance). These are the characteristics that the client requests explicitly.
• Motivating quality (Delighter). These are the characteristics of the service that the clients did not expect to find, so they feel pleasantly surprised.
• Quality indifferent (Indifferent). These are attributes that are neither good nor bad, so they don't determine the satisfaction of the costumers.

SPIN method

This technique also proposes four steps to follow in order to establish trustworthy relationships with customers that last in time.

• Situation. It consists in asking simple questions to know the basic data of the client.
• Problem. It consists in detecting the needs. The agent must listen rather than talk.
• Implication. It is about building a future together taking into account the problems detected in the previous phase.
• Benefits. A well-done commercial job is capable of magnifying the problems detected and transmitting it to the client. In this way, the benefits take more forcefulness.

And you, what do you think? Which of these techniques convinces you most?