It’s pretty common in real estate…sales people are moving down the sales presentation beautifully, hitting all of their points, handling objections, making clients and prospects feel like their are the center of the universe.
And when they come to the close…they get stuck in the mud.
It’s like all of their real estate training goes out the window!
Well, to be honest, this situation is most often seen at small businesses versus large brokerage houses. Why is that? Well, the large houses usually invest in significant amounts of real estate training, especially when it comes to closing a sale.
The smaller brokers tend to have the perception that agents should already know how to do this. Have you ever experienced this?
Let me show you how to revamp your sales strategy so you can boost your closing rates. Here’s my advice:
Sales Tactic #1: Boost your confidence
Really good sales people not only know how to talk to complete strangers, compliment people, show off their wonderful personality and demonstrate great skills in presenting…but often they struggle in the area of asking for the sale.
Sometimes this comes from a lack of trust in the company or the product. Other times it’s rooted in a fear of personal rejection.
To overcome this you need to start learning more about your customers and what you are selling…and then practice these skills. In addition, approach your broker and ask if he or she will invest in sales training. Tell them it will be a good return on investment.
Sales Tactic #2 – Induce scarcity into your presentations
Scarcity is a great tool to use to get people to close sales themselves. If you can put into the mind of a client that you only have one of something…one ranch in this neighborhood with four bedrooms and three baths…they will feel a need to hurry and place an offer on it.
If you don’t use the word “only” and make it seem like the supply is abundant, then your client will feel in no hurry to place an offer. That’s why you have to make things seem like a one-of-a-kind offer.
Some people feel like the word “only” is one of the most powerful words in a sales person’s vocabulary. If you are really creative you can make every home you represent a one-of-a-kind place.
There is “only” one condo on this block that has two bathrooms and is near the subway. Or, there is “only” one villa this a block away from the beach that has a garage.
See how that works?
Sales Tactic #3 – Never wait for “yes”
When you are a real estate agent, you need to be impatient. What I mean by that is you can’t wait for a prospect to tell you that they want to buy or sell. You have to assume that they want to buy or sell.
You say, “Okay, any more questions before I sit down to write up the contract?”
When they say “no,” that is your cue to start filling out the contract. As you can see, the word “no” actually becomes a positive.
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