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

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

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