The power of stories in gaining vendor confidence

Being able to give a prospective client something concrete to base their decisions on is widely recognised as a leading tactic across many industry sectors.

This is because - when used in isolation - fact-based sales strategies are seen as cold, impersonal interactions where one party tells another about their own achievements.

While it may work in some statistics-driven industries, this can be something of a problem in a market where the main item for sale is very dear to the client - their home.

This closeness means that a more personalised approach needs to be taken - just spouting off numbers is unlikely to inspire much in the way of confidence as the audience has a hard time relating to the content of the dialogue.

As some property training sessions emphasise, a professional yet relatable approach is needed to show the vendor that the agent understands their needs and has experience in getting results.

To this end, using factual short stories can help to underline a particular point by turning an abstract concept into something that the audience can understand and appreciate.

In essence, punctuating a pitch with personal experience shows the vendor that the agent has had the experience and is capable of understanding their needs.