How You Can Master the 6 Rules of Experiential Selling

Rule #1: It’s All About the Customer

Far too many salespeople see the “demonstration” as an exceedingly boring part of the real estate sales process. They could give house tours in their sleep. In fact, sometimes their customers think that’s exactly what they’re doing!

But what if we radically reframe the very nature of what we are attempting to accomplish during a “demonstration”? What if we looked at this process from an entirely new angle?

What if I were to tell you that the most important principle in showing a home is NOT about showing the home?

That’s right, experiential selling is not about the home at all.

RULE #1:
THE “DEMONSTRATION” IS NOT ABOUT THE HOME.
IT IS ABOUT THE CUSTOMER.

I cannot stress this enough. If you change your perspective about this one thing you will revolutionize your entire approach, all for the customer’s benefit. Think about it. This paradigm shift changes everything.

You must adopt the mindset that experiential selling is not primarily about the home, but rather about the life that your customer will have when living in it.

“Demonstration” is all about the home:

• “Notice the tall ceilings.”
• “Those are nice granite countertops.”
• “Looks like they upgraded the molding.”

Experiential selling is all about the customer:

• “Let’s talk about where the piano will go in order for your family to get the most enjoyment out of it.”
• “I know you love to cook…walk around the kitchen and imagine preparing a meal for a dinner party of eight.”
• “Let’s brainstorm how to get the most out of this incredible view.”

What is the difference between these two approaches? One is about the features of the home. The other is about how the customer will experience life in their new home.

You tell me which creates greater impact. Which do you think buyers prefer?

Let’s face it, most homes are made up of the same core elements: a kitchen, bedrooms, bathrooms, living areas, and a garage. The elements are the same; they just vary in arrangement and size from home to home.

Not so with customers. Every person is unique. Every customer has a different use for each space in a home. Each customer is coming from a different background with different living experiences and different living expectations.

Because of this fact, discovery is crucial. This book is about engaging the customer with an incredible experience.

That experience hinges on this important principle:

THERE IS NO EFFECTIVE EXPERIENCE
IN THE ABSENCE OF EFFECTIVE DISCOVERY.

Don’t think for a moment that you can skip discovery and still create a memorable experience.

But the discovery process is not for determining bedroom count and square footage requirements.

Anyone can figure those things out. Heck, you can get that information from a registration card.

What we really need to discover is:

• What is the problem?
• How does the customer’s life need to be improved?

You cannot provide a solution until you identify a problem. You must go deep in the discovery process, and when you do, everything changes.

Want to learn how the master all Six Rules of Experiential selling?

Click the image below to pre-order my new book “Buying the Experience: Real Life Lessons About the Way Real People Buy Homes” and I will send you a PREVIEW CHAPTER along with five INSTANT BONUS video training lessons!