Now, imagine how much more relaxed and enjoyable the day would have been if my grandfather had been able to trial close a few times before popping the question. If only he could have arrived for a visit, dressed to impress, and asked, “After seeing this handsome devil, can you picture yourself in these arms?” Her smile — or the lump on his head — could have eliminated any apprehension he had about the timing of his close.
TAKE THE FEAR OUT OF CLOSING
Sell Them The First Thing They See (In 20 seconds or less!)
When customers walk into your office, they are shopping for more than just a new home; they are shopping for the right sales professional to guide them through the process of finding and purchasing or building their new home.
What does this mean to you? It means . . .
You are the first person they see and you have only 20 seconds to sell yourself!
FOLLOW UP – If you’ve lost it, find it!
Would you be surprised to learn that after visiting six of the largest car dealerships in the Dallas/Ft. Worth area, only one Sales Associate took the time to follow up with me? One! Would it surprise you to learn that I was offered a slightly better deal by his competitor but chose to purchase my new car from the Associate who clearly valued my business?
Who? What? When? Where? Why?
Make Time for Discovery
Q: Can you name the five features that top every new home buyer’s must-have list?
A: Of course not!
The most seasoned sales professional knows that customer wants and needs vary as widely as paint colors. The examples below represent a very small portion of a very long list: