How many times have you found yourself in this position: you put together a brilliant presentation, your sales pitch was flawless, the potential client seems really interested, then…..nothing. Suddenly, when it’s time to close the deal, you lose confidence and things start happening wrong.
This is not only common in real estate, it’s common in sales. There are a lot of good salespeople out there—particularly in real estate sales—who know how to go through all of the steps beautifully until the reach that final step: moving in for the sale. Whether it’s a fear of rejection or a lack of confidence, the un-closed sale can make you feel “off your game” and bring your profit down.
In larger brokerage firms, you rarely see this type of backing away at the moment you need to close the sale. Why? Because the brokers in these larger firms have been trained on how to complete a sale from beginning to end, and attend multiple professional development workshops and seminars focusing on that exact skill. Selling is a skill, and the best sales people are trained on how to hone their skills. If you work for a smaller firm, request that the firm send you to some sales training and assure them that the training will pay for itself.
When a buyer needs a 4 bedroom, 3 bath house in a certain section of town, pull up the numbers to show how many are on the market. If your listing is one of the few, bring that up. Showing buyers that their demands are a scarcity will help close the deal quickly.
Don’t wait for a ‘yes’. Be impatient and don’t wait for the prospect to tell you that they are ready to buy or sell. Approach the situation as if you are assuming they will close the deal and say something like, “Any more questions before I write up the contract?”
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