"Promotional moments" is a term Alexandra Seigel of NapaConsultants.com uses to describe that moment of opportunity when someone has a problem for which you have a solution.

For instance, if you're out at lunch with a friend who is thinking of selling her home, you can use that as a promotional moment to tell her how you, the experienced agent, can help. But how can you handle the moment? It's best to dump the "hard sale," the claim that you are number one in the area or that you're with the best brokerage firm. Instead, you should take a more service-based approach.

In Bernice Ross' latest column on Inman News, she takes three different scenarios and reviews the hard sale approach, then puts forth a better approach for each.

The idea is to stop jumping ahead and making conclusions about your potential client and focus on what their needs are and how you can answer their questions and be of service to them.

Read more at Inman News.

Posted in Education And Training, Marketing, Seller Resources

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