Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it’s closing. But there is more to a GOOD sale than just closing.
What is a good sale? It’s one where all parties – clients, salespeople and the agency – are satisfied with the transaction.
To make every sale a good sale, there are things to do before the major close, the close for the ‘order’.
Questioning and Listening
Many people say they want to be better closers, but few will admit that their questioning and listening skills need work. Questions help uncover the clients’ hopes, dreams and fears. Many property owners, have never sold before and are uncertain how to do so.
When a salesperson asks good questions, and listens to the answers, the sellers’ confidence in the salesperson grows – good questions do that – and they begin to believe that the salesperson will look after them.
For the responsible salesperson, one who wants to delight clients, asking questions and listening to the answers will tell the salesperson what is important to the clients.
Understanding is the goal of questioning and listening. After all, how can you PROVE to clients that you can give them what they want and need if you don’t first UNDERSTAND what they want and need?
Before you present, identify the points you will need to prove so the clients can see that you are the salesperson they should appoint.
When you know what is important to them, you can help them understand why they should choose you.
Good presentations are loaded with value propositions. When presenting, the question you must always address is, “Why should I list with you?”
Sellers might not ask this question point blank, but this is what they want answered. Your value propositions should answer this question.
Asking comes last
We must earn the right to close, which means that the major close – the one where we ask for the business – comes last.
If you have asked good questions, listened, determined what is important to your clients, and proved that you can solve their problems, they feel emotionally connected to you. Achieve that connection and you will be the salesperson for them.
Now go ahead and ask for the order.