In today’s post, we continue our series on Versatile Selling, pulling from the book of the same name published by Wilson Learning Library. Last wee...
In today’s post, we continue our series on Versatile Selling, pulling from the book of the same name published by Wilson Learning Library.Last week, in Versatile Selling is About Adapting, we introduced the importance of identifying and understanding the various “social styles” we are likely to experience in our real estate prospecting efforts. As we discussed, once you are able to assess the style of the person on the other end of the phone, or the other side of the coffee table, you’ll be able to adapt your message accordingly for maximum benefit.Today, we begin the first of our deep dives into each of the social styles by taking a look at the ANALYTICAL style.THE ANALYTICAL PERSONALITYThose with an analytical approach to things tend to be deliberate and thoughtful, weighing all of the options. They tend to be well-organized, preferring efficient, business-like approaches when making decisions. They lean heavily on structure and factual evidence.Let’s take a look at some of the characteristics that can help you define an analytical social style:
WHAT AN ANALYTICAL EXPECTSPerhaps the best overall advice when working with analyticals is to “go easy.” They’re not looking for a best friend, so cordial should always trump chummy. Dial your passion back a few notches and let the relationship take its natural course. That said, let’s take a look at what an analytical type from your sales encounter:
ADAPTING TO THE ANALYTICAL STYLEIn considering how to work and adapt to an analytical personality, consider the following:
In sum, remember that analytical social types are “ask and task” directed, who want to minimize risk. They value being experts, and, as such, expect you to come to the table well prepared, objective and focused on helping them achieve their goals. Be sure to be patient, organized, detailed and well-documented.To learn more about Versatile Selling, CLICK HERE.
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