Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Training | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
22 Closes For Real Estate Agents To Make The Sale
All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. When a homeowner delays listing, you use benefits to move him towards a signature. Then, ask again with a different close. Constantly use different closes throughout the presentation at each listing signal. Most agents fail to get a listing because they don't ask for it. They give the homeowner the facts and figures and wait for the homeowner to say, "This is terrific, I'll take it." If you want the listing, you have to ask for it. You have to ask for it many different times and in many different ways during the presentation. Since homeowners are afraid of making a decision, they will say "no" several times before they say "yes." This is true even if they want it and are almost ready to list. If you don't ask several times with many different trial closes, you may stop selling and leave just as the homeowner was getting ready to list. Tension at the time of the close is natural. The agent fears rejection; the homeowner fears making the wrong decision. Using different trial closes helps the homeowner get past this moment of tension and gets him closer to a listing decision. Therefore, you shouldn't stop after just one "no," nor should you fail to use a trial close just because of tension between you and the homeowner. Soft trial closes can be used early in the presentation. These closes are not pushy. They don't ask for a decision; they merely ask for an opinion. If the homeowner gives a positive answer to a soft trial close, you can then go to a stronger close asking for a decision. If they give a negative answer to a trial close, you go back to questioning and reselling benefits to encourage them to want to list and make it easy to close. Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation. 1. The Commitment Close This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say: All I ask is for you to look at what we have to offer, and tell me if it applies to you. As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4 2. The "Hot Button" Close Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most important to them. Homeowners make 80% of their listing decisions on only 20% of the benefits. So hit their "hot button" over and over to get them "warm" enough to close. For example, the homeowner agrees with the uselessness of open houses... so you must repeat it over and over with a few stories of past client examples of successful sales without using open houses. 3. The power of suggestion close Help your homeowner visualize using your services. Speak to them as though they already have listed, and tie in a "hot button" benefit. Remember enthusiasm is contagious. You should talk as though they already listed and sold their home through you. Use the word "when" not "if." When you sell your home, we will take a picture of us standing together in your front yard... just like these happy clients! 4. The "Yes, Yes" close Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually, "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one: Do you want a quick sale? 5. The "Just Suppose" Close In this trial close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections. Homeowner: Your commission is too high. What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing. 6. The Sharp Angle Close The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can. Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he will list if he gets what he asks for. Without the commitment, he will say "great" when you say you can do what he wants. Then, he will say, "Okay. Let me think about it." Homeowner: I want a lower commission.Agent: If I could get you a lower commission, would you list right now? 7. The Switch Place Close When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list: Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do? If you get an evasive answer, ask: Is it the price (me, service, etc.)? Then, ask: What would have to happen for you to use our services? 8. The puppy dog close This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list. Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. I did this all the time. I handed the homeowner the book and said: "Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost in this book/computer listing?" What this did was to establish my professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best yes an agent can ever get!!! 9. The summary close To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons. From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree? 10. The physical action close The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed. Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long. Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?) When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house. 11. The hurry up close This close implies it's to the homeowner's advantage to list now rather than wait until later. Homeowner: Maybe I should wait. Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive. 12. The testimonial close To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety. Homeowner: I'm not sure. Agent: These clients used our services, and they have had fabulous results. So will you!This close is good for an insecure homeowner afraid of making a decision. The fact others have already tried your service and are happy will relieve his anxiety. 13. The qualifying close This close determines whether or not the person you are talking to is able to make the necessary decision. If I can sell your home at the price you want, are you in a position to make a listing decision today? 14. The readiness close When you can't tell if you're getting through to a poker-faced homeowner, use the readiness close to gauge your homeowner's interest. This close checks the homeowner's "listing temperature." You can also find out if you are on the right path with your presentation or need to change course. The great thing about this close is it doesn't end your presentation. Instead, it tells you whether you should keep selling or go for a stronger close. Does this make sense to you? 15. The invitational close If your homeowner is waiting for an engraved invitation to list, give them one. Make a persuasive argument for your service, including the reasons why your homeowner should list. Then, invite them to do it. This close is powerful because it is direct. It is especially useful with the no-nonsense homeowner. They appreciate its directness. Why don't you give us a try? 16. The ultimatum close This close is best used when the homeowner is putting you off and hasn't made a decision. He hasn't said "yes" or "no." He just continually procrastinates. This close should be used only when you have decided the homeowner isn't worth pursuing any further. You want to force a decision. In this close the agent fills out a listing agreement, looks at the homeowner, and says: Either it's a good idea, or it isn't. At this point, you give the homeowner the agreement, and ask them to sign it. 17. The reverse close The reverse close turns a homeowner's reasons for not listing into reasons for listing. When your homeowner voices an objection, think of a benefit to that objection. Homeowner: Your commission is too high. Agent: That's the very reason you should use us. Because of our successful track record, which proves our quality, we list and sell more homes than most other companies. Being with the best is better than with the rest! 18. The take away close People want things more if they feel they may not be able to get them. If you suggest what you are offering may not be available it can be just enough to help the homeowner want to make the decision now. I only take a few new listings per month. I do not want to over extend myself and hurt my clients. Right now I have the time for another client. I sure would love to work with you! I think we would work together well. Wouldn't you agree! 19. The Scratch Pad Close This is a very powerful close. Bring out three or four agreements early in the presentation. Mention you'll be using them as scratch paper. You are doing this because if you get a strong listing signal later, you'll already have a filled-in agreement with their name and address on it. You can just slide it across the table for the homeowner to sign. 20. The Ben Franklin close Since few agents can offer homeowners the perfect service, it's often difficult to overcome every one of their objections. When an unanswered objection stands between you and a listing, make a list of benefits versus objections. Just make sure the benefits far outweigh the objections. Present them to your homeowner, and say, "As you can see, the reasons for listing outnumber the reasons against." This is a good close to use when the homeowner has some objections you cannot overcome. Simply list all the pros and cons of the situation. 21. The "You'll Thank Me Later" close Use this close when you know you're pressuring the homeowner. Homeowner: (Irritated) I'm not ready to list. Agent: I know I'm pressuring you. But you'll thank me after you've sold your home and found the one you want. You'll feel great! 22. The story close Close to 80% of the listing decision is based on emotions. The part of the brain involved with emotions is the right hemisphere, and this side deals well with stories and pictures. In order to appeal to the emotional side of the brain (the listing side), build your presentation around stories of others who have hesitated before making a decision but were overjoyed with the results when they did decide to act. You can even use stories that are not business-related. Randy Roussie has been a real estate trainer since 1987 and has helped thousands of agents succeed in real estate sales! Randy is the author of many real estate training programs and his company has developed many unique products and services for agents. You can visit Randy's web site at http://www.randyroussie.com
MORE RESOURCES: Sales Training - Google News GNTO plans to launch online training programme for Indian travel trade this year - TravelBizMonitor
Rainmaker Releases Latest Enhancement to B2B e-Commerce Solution - MarketWatch (press release)
Graduates wanted for Bauer Radio Academy - Radio Today
Trained Realtors help deal with foreclosures - NorthJersey.com
Nissan opens new training center in Irving - Fort Worth Star Telegram
ONTILITY Solar Training - March 1st NABCEP Exam Prep Class in Los Angeles - RenewableEnergyWorld.com
Sales Performance International Launches China Website - EON: Enhanced Online News (press release)
|
 |
|
|
RELATED ARTICLES
Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you couldn't find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress:1. Make a date with yourself for getting your act together. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day.Read on:1. Cross-selling for Increased Sales, Profits, and Customer Satisfaction Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes?You buy a computer, the sales person offers you a printer, scanner, software? When done well cross-selling will dramatically improve your sales, profits and customer satisfaction. 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you canlearn with different ones applied in different situations.Each salesperson might be more comfortable with one oranother. Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred."What does this have to do with internet marketing?Everything. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons youaren't even aware of.Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no spam opt-in ezines. Content is still King on the Internet. Sales Predator Or Professional Sales Rep From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them!If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your competitors!And how do you do this?**Just write HARD-TO-RESIST headlines!It works just like dating online. Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling?By knowing and using these psychological triggers you willhave an edge on your competitions and make more sales in the process.Here are 7 psychological triggers you can start using in your sales letter today!Psychological trigger #1: BE SPECIFICIt's important to be as specific as possible. You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales (Because They Will Undermine Your Credibility and Drop Your Closing Rate) Copyright 2004 by Doug Smart Years ago, George Carlin listed seven words you can't say on television. Then HBO came along, said all the words, and the world of television changed forever. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus. The Rock and Ripple Effect: 3 Ways to Splash to Sales Success Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. A Stupid Question This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many new email addresses did you capture?Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming?Let us look at the sales letter first.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
