Comments on: How Much Is That Doggie In The Window? http://www.realestaterelish.com/how-much-is-that-doggie-in-the-window/reale-estate-marketing Real Estate Marketing By Lois Geller of The Lois Geller Marketing Group Fri, 25 Feb 2011 04:12:48 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Anne Randolph http://www.realestaterelish.com/how-much-is-that-doggie-in-the-window/reale-estate-marketing/comment-page-1#comment-116 Anne Randolph Thu, 02 Oct 2008 17:57:32 +0000 http://realestaterelish.com/?p=25#comment-116 The point about too many choices is absolutely the case. In trying to segment the consumer, consumer product brand companies have overwhelmed them with too many choices that just irritate the consumer. Try finding the "right" Tylenol mix for your head cold - do you have a headache with the sniffles - that's one, headache with chest stuffiness, that's two, multi symptoms, - that's another. They even developed a display rack that listed all the symptoms so you could go around, find your symptoms and then find the right product of the 50 on the display. I really good questions - not a strong suit for many sales people. You need to find out why the people are moving, what;s most improtant to them, how do they feel about being near transportation, etc. Once the conversation is started, you can get int the deeper emotional stuff because you have earned the right by asking a good question and, (gasp) listening carefully. Then you can ascertain whether they have it in them to renovate (kid coming soon, forget it), and you can talk to them about the things they may have chosen against the set of criteria and emotional concerns they have expressed. You can help them do the right comparison and you will be the perfect "trusted advisor". Anne The point about too many choices is absolutely the case. In trying to segment the consumer, consumer product brand companies have overwhelmed them with too many choices that just irritate the consumer. Try finding the “right” Tylenol mix for your head cold – do you have a headache with the sniffles – that’s one, headache with chest stuffiness, that’s two, multi symptoms, – that’s another. They even developed a display rack that listed all the symptoms so you could go around, find your symptoms and then find the right product of the 50 on the display.

I really good questions – not a strong suit for many sales people. You need to find out why the people are moving, what;s most improtant to them, how do they feel about being near transportation, etc. Once the conversation is started, you can get int the deeper emotional stuff because you have earned the right by asking a good question and, (gasp) listening carefully. Then you can ascertain whether they have it in them to renovate (kid coming soon, forget it), and you can talk to them about the things they may have chosen against the set of criteria and emotional concerns they have expressed. You can help them do the right comparison and you will be the perfect “trusted advisor”.
Anne

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