There’s More To a Good Sale Than Just Closing

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.

Understanding

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?

Value Proposition

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.

Gary Pittard
Recent Articles

Where Are You Taking Your Company

As the owner of a real estate business, you are its leader. Real estate agency profit consultant, Gary Pittard, suggests that, as the leader, you sh...

Wealthy and Well Adjusted

An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month on Pittard's streami...

That Elusive Thing Called Motivation

Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property selle...

Numbers and Ratios: A Glimpse of the Future

It doesn't take a genius to figure out when a salesperson is in a performance slump, although many leaders don't appear to notice until the salesperso...

Sack Your Dilberts

While the cartoon series, Dilbert, might be funny, real estate agency profit consultant, Gary Pittard, says that in real life, Dilberts can be anyth...

The Committee in Your Head

You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells....

A Profound Connection

To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author ...

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

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