Want to know more?   Contact us today.

Keep Going!

PersistencePersistence is one of my favourite attributes.

Set goals, plan, study, apply what you learn, and persist at the right actions. Do this, and success for you is inevitable.

My late friend, Bede Donovan, used to say, “Don’t quit before the miracle happens“. I heard him give this advice often to people who were discouraged with some endeavour or another.

He was so right. How often have we seen new salespeople prospect for months, generate few leads, become discouraged and quit. And then… clients begin calling and asking for that salesperson. They quit before the miracle happened!

I have heard of salespeople at listing presentations being told by sellers, “We never make decisions quickly, so we won’t be signing anything today“, and this line has put the salesperson off attempting to close the sale.

The correct response to lines like this is, “I promise I won’t ask you to do anything that is not right for you” and then proceed with your presentation. At the right time, close! Put the agreement in front of the clients, explain it to them and pass them a pen. Ask them to OK the agreement.

Persist!

Ninety nine times out of a hundred the clients will sign. Why? BECAUSE THEY WANT TO SIGN. You did a good presentation, answered their questions and filled them with confidence. You earned the right to close regardless of what was said earlier.

Even if the clients remind you of what they said earlier and say that you’re pushy, apologise and say, “I’m sorry, I didn’t mean to come across as pushy. It’s just that I thought you were happy that I could do a good job for you – was I right?

They will say “yes“, and when they do you say, “And am I right in thinking that you do want to sell?” Again they will say “yes“. Then you say, “Would you like to have a salesperson working for you who is afraid to close buyers or to ask them to pay more money? I guess you want somebody who will ask for the order, don’t you?

Again you will get a “yesand you will earn their respect.Right, so if you can OK the agreement just there, I can get to work finding a buyer for you“. Hand back the pen and smile.

What have you got to lose? Persistence will get you more business than it will lose you.

Ask another question. Try another close. Knock on another door. Ask for the order. Every time. Without fail.

Persistence pays. Keep going – you’re not a quitter.

Recent Articles

The Impossible Gap

Agents who inflate the likely selling price with sellers in order to win the listing - who 'buy the business' - might get away with it during ...

Before the Close

In this short sales session, real estate agency profi...

Four Steps to Turn Around Struggling Salespeople

Struggling salespeople - we've all had them. They can be frustrating, and they can cost your company a lot of money. So how do you know whether to per...

Great Leader or Pretender

In this short leadership session, real estate agency profit consultant, Gary Pittard, points out the difference between great leaders and great pr...

Self-Management

Do your results fluctuate? Are they persistently low? Have you ever found yourself blaming outside forces, such as the market or difficult clients, fo...

Doomed to Fail

In this short sales session, real estate agency profit consultant, Gary Pittard, says that salespeople who will not train are doomed to fail. T...

Talent Scout and Coach

To maximise profit, two of the leader's most important roles are Talent Scout and Coach.

Leadership: Not Just Bossing People About

In the 21st century, employees work with leaders, and not for them. "Generational differences have changed the face of employment" says...

Pipeline of Prospects

"The30-Day Rulestates that the prospecting you do in this

Price and Time

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market ov...

Marketing

When the market turns down many agency leaders wisely cut expenses. But there is a right way and a wrong way to do this. Cut the wrong expenses and yo...

The Forgotten Rookie Syndrome

Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of t...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us