The Art of the Home Viewing: Why Listening Can Be Your Best Sales Tool
One of the most common mistakes sellers make is taking control the moment the doorbell rings. They lead the way, dictating what the viewer sees and when, and then, once the tour is over, wait hopefully for signs of approval.
But the most effective viewings are often those where the seller takes a step back. If you can relax enough to listen instead of talking through every perceived selling point, you’ll quickly learn what really matters to your visitors, and you may find that each buyer values something different.
Of course, there’s more to a successful viewing than keeping quiet. Consider these additional tips:
- Present a united front.
If you’re conducting the viewing with a partner, try not to talk over each other, and definitely don’t disagree. A quick rehearsal can help you stay coordinated, and even a practice run with friends can make a real difference. - Ditch the clichés.
The smell of freshly baked bread or brewing coffee was once thought to be irresistible, but most buyers now see it for what it is, a sales tactic. Keep it natural; a clean, fresh home speaks for itself. - Welcome curiosity.
If viewers want to peek inside a cupboard, behind the sofa, or even into the loft, don’t panic. Unless there’s a serious flaw to uncover, they’re unlikely to be put off by a pile of laundry or a few hidden toys. As long as your home is tidy, uncluttered, and personal effects are stored away, buyers will forgive minor imperfections. - Consider company.
If you live alone, it can be wise to have a friend or relative with you during the viewing. It’s a sensible precaution from a security perspective , and they can offer helpful feedback over coffee once it’s over. - Let warmth win.
One of the golden rules of business is that people buy from those they know, like, and trust. You have about 15 minutes to create that impression. Personality can make a powerful difference, especially if buyers are comparing several properties. While there’s no need for a comedy routine, showing genuine interest in your viewers — and allowing them to talk about themselves, can help build rapport.
Good luck, and as always, if we can help, just give us a call.
