They are:
1. Money
2. Time
3. Stall
4. Product/Service
Consumer’s use these either with legitimate reasons (and money is never legitimate) or they are not SOLD on something you’re presenting.
Take OWNERSHIP of your failure to convince someone to buy from you.
The advantage of knowing what objection a potential client/customer is using, puts you in a position to know how to handle that objection. This is very important.
Listen, you either want to sell or you will be sold!
This video covers important tips on how to speed up your mental game so that you focus more on closing your prospects on a decision.
We try and close people everyday on 5 things:
1. Sign a listing agreement to sell real estate
2. Sign a buyer broker agreement to exclusively work with you to buy real estate
3. Sign a sales agreement or lease
4. Set an appointment to view homes
5. Set an appointment to list a home
In the course of a day, if we’re not convincing people to do any one of these 5 things, we are not making money and we are adding to the sales cycle.
Good luck. Make it happen!
This video highlights some simple techniques for creating urgency in the potential client/customer.
There are ways to create urgency which are overused, like, “The house might be gone tomorrow” – I prefer techniques or simple sayings that are more positive in nature.
Remember, on your NEXT 10 phone contacts (phone calls, texts, emails, face to face), try to incorporate a little push in the direction of positive beneficial urgency to the potential customer and see what happens.
Good luck! Make it happen.
With this script, be sure to smile and be thorough.
This script is personalized with our local paper that I happen to advertise in. IF you do not advertise, then just move right to the next line – skip over the advertising part.
This is a money-in-the-bank script! MEMORIZE IT.
The “sale” is defined as any person signing anything related to an agreement.
This is after the sales process has taken place, perhaps a presentation has been completed. This video covers the requirements for you to be able to make a sale (move someone to a decision and sign on the dotted line).
With this form, be sure to modify it based on what YOUR INTENTION is for acquiring business and also helping the person you are calling.
Fight the urge to make small talk on a cold call. Get right to the point and do not pause as you are pitching. If they hang up, that’s fine. Either go to the next call or call them back and say, “I think we got disconnected” and then roll right back into the pitch.
Please pay attention to all Do Not Call Laws. Click link below:
When the prospective buyer or seller says they need to think about it.
This document is the “questionnaire” for when a buyer calls on a property. You can also use it to call buyers back.
It is not your typical “questionnaire” or buyer screening form. It’s an APPOINTMENT MAKER form. Too often we ask questions like “Are you working with an agent?” or “Are you pre-approved?”
These are yes or no questions and often lack details. Getting intimate information from a first-time caller isn’t the point of an initial phone call. The point is for the person calling – to get information.
So with this form, you’re simply OFFERING information. Positive attitude and keep the conversation in your command and CLOSE on an appointment, where you’re OFFERING VALUABLE INFORMATION to the person calling.
https://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf
Memorize. This close encourages buyers to make offers.
This is the actual dialogue.