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| Closing
Techniques |
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| Closing is the
most important thing you can learn to become successful in selling anything. There are several ways to go about closing the sale and knowing which technique could make all the difference. We cover several popular methods to closing the sale and how to apply them. |
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The sales process is a simple one. If you follow this format and use
these tools, you will have success in your career. The process is as follows:
1. Qualify the prospect - determine the needs and wants - needs are most
important
2. Present the product that meets the needs to the prospect
3. Trial close the prospect on the best option
4. Isolate the objections
5. Use the closing techniques to overcome each objection and close the
sale
To learn more, contact us to find out about
our closing class.
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| Trial
Closing |
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| The purpose of trial closes are to get a feel for your prospect and if they are interested enough to lose for real. A trial close is just that - a test that allows you to save face - and it allows you to "test the waters" with your prospect without blowing your credibility. Some examples are: |
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Isn't it?
Couldn't it?
Doesn't it?
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Hasn't it?
Shouldn't you?
Couldn't you? |
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1. When walking
through a house, you might say "This house is nice, isn't it?"
2. "The payment is only $750/month. You can afford that couldn't you? |
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Alternate of Choice Closes
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Alternate of choice closes are good when you feel that the prospect is ready to make a positive decision. You provide a choice of two positive alternatives and they pick one.
It makes a good transition from a positive trial close to actually signing the deal. Some examples of alternative choice closes are:
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1. Would you like to make an offer on this home or the 1st one you saw? |
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2. Would you like to write the offer for a closing date of 30 Days or would 45 be better? |
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| Assumtive
Close |
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The assumtive close is one in which you just assume they want to close the deal. An example of an assumptive close would be:
"Since this is the home you want to buy, let's get the offer written
now" or "I'll write the offer for a 45 day closing. Sign here" |
| Isolating
the Objections |
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| Objections are a necessary part of the sales process. If you don't get any objections from the prospect, you aren't even close to a sale. Objections are almost always a buying sign. What you need to do is determine exactly what all of the objections are, isolate them and proceed to overcome them one by one. Here's an example scenario: |
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You show a home to someone that they like but the aren't ready to write an offer. Their real concern is that they might not be able to afford the payment.
You would proceed as follows:
Prospect: "I want to think about it"
You: "What exactly do you want to think about - maybe I can get you
more info.
to help you make your decision. Is it the Kitchen? The Garage?"
Prospect: "No. No."
You: "Is it the price?"
Prospect: "Yes, I think it is more than I can afford."
You: "Is there any other reason?"
Prospect: "No." (keep going until they have no other objections)
You: "If I could show you a way for the payment to be affordable,
would you
make an offer?"
Prospect: "Sure. How?"
You: (Reducing it to the ridiculous) - "To get the home you want, you only have to pay 75 cents a day more than we originally talked about. Isn't it worth 75 cents to have the home you truly want? (trial close)"
Prospect: "That doesn't sound too bad."
You: "Great. Would you like to close in 30 days or 45?" (Alternate of choice)
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©2002 Agentsplanet |
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