Online estate agent House Network has teamed up with a leading body language expert, Robert Phipps, to create a 10 step guide for home sellers to help them interpret the body language of potential buyers.
With it now being common for many vendors to conduct their own property viewings, the guide aims to provide sellers with the body language traits they should look out for in prospective buyers. It also provides advice on how sellers should adapt their own behaviour and body language in order to help achieve a sale.
The 10 step blueprint, named ‘The Art of the Silent Sell’, is a practical guide concentrating on different types of non-verbal communication and body language including greetings, posture, body angles and touch. This is designed to help sellers increase their prospects of not only selling their home, but also achieving the desired asking price.
Tips given in the guide include:
• As you enter each room or point something out, keep an eye out for whether a small smile starts to appear on their face. Make a mental note of their reaction and try to point out similar features to continue their positive, happy smiles.
• Encourage them to touch things, sit down in the living room, feel the carpet (if you are leaving it), lay down on the bed etc. Touch is one of our basic five senses and how people feel about a particular area or space is important to them. The more they can try out things the more comfortable they feel, the easier it is for them to make up their mind.
• Make a list of your properties assets but only point out those that seem appropriate to each new viewing. Also notice how as you point out each of these things whether they are engaging with you by actually looking at them.
“For sellers, the importance of understanding non-verbal communication, both yours and that of the buyers, cannot be underestimated,” Robert Phipps commented. “Buyers make purchase decisions with their senses so this guide explains how sellers should use this to their advantage by appealing to their prospective buyers’ basic instincts, which are hardwired.”
Graham Lock, co-founder of House Network, believes that the guide will help “vendors to easily gauge potential interest from prospective buyers, and also provide useful tips on how to adapt their own behaviour to help sell their home.”
He added: “Following an aggressive appreciation of house prices in London and across the country in recent months, the housing market is now starting to show signs of slowing. It is therefore more important than ever for homeowners to maximise their chances of selling.”
.jpg)
Comments