How to Help the Prospects Decide to Buy?
In Real Estate Selling, You need to Master the art of
Real Estate Selling.
This is the Process:
Listen to the prospect's Objection:
In listening to the prospect's objection, You show respect!
In return, you'll gain also prospect's respect from the prospect.
The Common problem is, most people don't know how to listen!
A lot of people are good in talking.
In a family, usually when there's a argument
between husband and wife, Nobody wants to listen,
Everyone wants to talk first. You know what happen with
the argument? It always ends up to a Divorce or separation
or separation.
When no one listens, No one could really annalized what
the problem is all about! No one knows the right solution
to the problem.
There are lot of schools that teaches public speaking,
But there's no school that teaches the art of listening.
You know? When you listen, you get all the information,
And information is POWER! When you have all the information,
you know where to position yourself. You might loss the
argument, but win the sale!
Agree with the prospect's Objection:
When you agree with prospect's objection, You show the Client
that you're not an opponent, You are an alliance or partner.
Here, you start to gain Trust from your Client.
When you agree,the prospect would feel that you are concern
about his/her
Investment. He feel that he/she is safe and protected with you.
He/she is at ease when you're around and feel confident
he/she decide to
buy because you are there as an expert, An Adviser or a Consultant
for that matter.
The only time that you can question the objection:
Here's how i goes; By the way, You told a while ago regarding
the high price! May i know which part you feel that the price
is high? Is in on the price per square meter or the Down Payment?
At this stage, I'm isolating the problem now. If He/She says, Price
per square meter, I will response to Him/Her, Aside from the
price per square meter is there any problem that you see on
this property? If none? Then proceed to the answer. If i can show
you reasons that this price is just a competitive price, will you
decide it now?
Time to Answer the objection now:
Go back to the briefing process where you discuss the (FAB)
features, advantages and benefits of what you are selling! Once
the client would be reminded all of the positive aspects of your
product, then the Client will decide to buy.
Decision now is just a result of the entire process.
Trial Close the Sale:
This stage is your barometer whether or not, the prospect is
ready to buy! Test it if your transaction is already fully
cooked by throwing closing questions, Like: Which unit you
finally choose? Unit number one or Unit Number two?, Which
term do you prefer, The Cash with big discount! or a longer
term with out Discount. Take note that, Trial Closing may
happen everywhere, anywhere in the entire process. Trial
close too often for you to determine that the client is
ready to buy.
Closing the Sale:
When everything is handled properly, Sales are easy to
close! Closing a Sale became easy now, it's because you
now have the knowledge. Develop this sales knowledge
into skills and the everything will happen the easy way.
We can come up with more than 30 closing techniques, It can
be use in combination in closing a sale! Follow this
topic on this post.
(to be continued)
Thanks for your time,
Peter E. Cadorna
