Yes, you have great products and offers, and all. So, why is it that your clients still reject the offer? How come they were not convinced enough for them to be engaged in your products? Have you ever asked these questions to yourself: What do you usually do when you negotiate with your clients? What kind of gestures, you show to them? Do you keep your body language still? Does it ring a bell? Well, perhaps, it is because of how and the way you approach your clients is definitely wrong.
One way or another, your potential clients are observant. They are keen to every single detail of their transaction for them to have an assurance. And aside from the conversation that you have with them, they also observe your body language, whether if it is convincing or not. Yes, some of you here are good at sales talk, but they lack the right etiquette – which makes the client decide to turn the offer down.
Fortunately, we can now determine which of your body language can cause your deal at risk. Credits to some psychologists who studied on how to identify gestures that are not applicable when it comes to transacting and negotiating potential clients! And as a broker, you must know your move!
Did you keep your body language still?
If you are a real estate broker, one of the things you should NEVER do is to show your mannerisms and/or do some unnecessary movements to your clients. Showing it to them is a sign of unprofessionalism, and that might be the reason why your clients will not trust you to continue the business transaction. However, if you keep your body still (just don’t be too stiff though), your clients will sense that you are calm and in control of the situation.
Did you appear weak?
If you think you are weak, then being a broker is not going to be the right career for you. Weak in a way you stand and sit is uncertain. These are both weak poses that suggest you lack confidence in dealing the business. And clients will never trust brokers who don’t have any confidence in their work at all. Well, if you are this kind of person, then you have to break yourself of these habits by practicing your breathing. Inhaling and exhaling can help you calm your nerves and reduces nervous fidgeting.
The ‘power poses’
Generally, most clients usually want brokers who know the things that they are doing. They wanted that brokers are sure of every single step when it comes to the process of the transaction. Of course, they will not give their trust to the people who don’t have the assurance that they can give the things that they want for their future. And if they notice that you can be a kind of broker who can be trusted, your client will feel more confident in achieving what they want. Yes, being authoritative might sound aggressive. However, using it in a right way can give your confidence a boost.
Did you make direct eye contact?
Having some eye contact with your clients can be the most intimidating and challenging things to do, agree? Well, perhaps, you will know whether the person is sincere or not just by looking through their eyes. However, in the real estate industry, making some eye contact is definitely a must to gain your clients’ trust. Avoiding your clients’ eyes is a sign of weakness and lack of confidence. You definitely don’t want to lose your clients’ trust, do you?
Did you intimidate or try to control your clients?
Just because you have the authority over the matter and have confidence in it, it doesn’t mean you can already intimidate your clients. Yes, intimidating in a way that your clients will feel uncomfortable talking and doing their business with you. However, if you keep a friendly tone and atmosphere, then your clients will definitely feel at ease and confident when it comes to transacting their business with you.
There is no definite rule on how you can let your potential clients engage with your products. It will always be depends on your selling and/or marketing skill. Moreover, it is a matter on the convincing and persuading technique that you are going to use on them. There is a caveat though, although there is no definite rule, as a broker, it is still a must for you to know and understand the ins and outs of the real estate industry, especially when negotiating with your clients. Well, if you can pull it off, then the deal is yours!