REALTOR Value Proposition

How do you craft a "Specific Value Proposition"? It all comes down to KNOWLEDGE: how much you really know about your prospect or customer.  Here are some questions you should be asking:

1. Mr/Ms Customer, of all the professionals you’ve work with (not just my service), who is your favorite or the one whose relationship you most value?

2. What is it that they do that makes them so valuable?"  

These questions can help you answer the following questions:

Do you really understand their needs and why those needs exist?

Do you understand their personal or business issues and challenges?

Their future plans and directions?

Do you know your customer as well as you know your company’s products and services?

If you want to become a most valuable service provider to you customers you need to find out how to do that. Chances are your customers have plenty of experience with sales people and know what they like and what they don’t. By asking the "value questions"  you’ll get an honest answer from your customer that won’t feel like a customer demand or part of the sale negotiation.

And then you can work on becoming your customer’s new favorite sales associate!