When should I close?

Quote:

Originally Posted by Calvin

It's not what you ask. It's how you ask it.

... and "WHEN" you ask.

Which brings us back to tools. Some people know how to use tools properly and some don't.

Quote:

Originally Posted by Agent Smith

Some people know how to use tools properly and some don't.

Isn't that the truth?

Quote:

Originally Posted by JacquesWerth

Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?

What is the connection between open-ended questions Jacques and why "most prospects do not trust most salespeople"?

Also, what does "most prospects do not trust most salespeople" mean?

Quote:

Originally Posted by JacquesWerth

For that reason, we have developed a process called the Trust and Respect Inquiry. It enables a salesperson to develop deep Relationships of Mutual Trust and Respect with most prospects in about twenty minutes.

Is there somewhere online where I can read more about this process?

Quote:

Originally Posted by realtor

If you show a real estate buyer homes should you close at each home or wait until the end? What would you say?

P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.

Great day,
My name is Michael Coritsidis and I am a Job Ready Strategist/Motivational Speaker/Life Improvement Coach and I feature my "The Seven Steps to Employment Success System.'"

If I may offer some thoughts:

Remember the A.B.C.'s of sales?

I was in Real Estate many moons ago. I sold, managed and trained sales agents on how to succeed in real estate. Before showing, I would want to qualify the potential buyer geographically, emotionally and financially. One of my strategy was to show no more than three homes at any one showing. I would always first ask if the buyer is ready to make an offer on the homes seen. If not, I would ask if you had to make an offer on any one of these homes, which one and what would the offer be. I would then show three more and repeat the process and then the last three and repeat the process (total of nine). Now the buyer made three offers on three homes. Finally I would ask out of these three homes, which one does the buyer want more and go present a real offer to the seller. If he/she still does not want to buy, you have a decision to make.

Quote:

Originally Posted by job ready strategist

Great day,
My name is Michael Coritsidis and I am a Job Ready Strategist/Motivational Speaker/Life Improvement Coach and I feature my "The Seven Steps to Employment Success System.'"

If I may offer some thoughts:

Remember the A.B.C.'s of sales?

I was in Real Estate many moons ago. I sold, managed and trained sales agents on how to succeed in real estate. Before showing, I would want to qualify the potential buyer geographically, emotionally and financially. One of my strategy was to show no more than three homes at any one showing. I would always first ask if the buyer is ready to make an offer on the homes seen. If not, I would ask if you had to make an offer on any one of these homes, which one and what would the offer be. I would then show three more and repeat the process and then the last three and repeat the process (total of nine). Now the buyer made three offers on three homes. Finally I would ask out of these three homes, which one does the buyer want more and go present a real offer to the seller. If he/she still does not want to buy, you have a decision to make.

That is a fascinating strategy.

Quote:

Originally Posted by job ready strategist

Before showing, I would want to qualify the potential buyer geographically, emotionally and financially. One of my strategy was to show no more than three homes at any one showing. I would always first ask if the buyer is ready to make an offer on the homes seen. If not, I would ask if you had to make an offer on any one of these homes, which one and what would the offer be. I would then show three more and repeat the process and then the last three and repeat the process (total of nine). Now the buyer made three offers on three homes. Finally I would ask out of these three homes, which one does the buyer want more and go present a real offer to the seller. If he/she still does not want to buy, you have a decision to make.

This is remarkably similar to how we train our agents. This is a great strategy.

Do you ever show homes without first getting an Exclusive Buyers Agent agreement signed?

Realtor
i've never sold real estate but here's my view on selling.
If you were showing me a series of properties, it would be difficult for me after seeing only one, to say yes I'll buy that one, if I knew i was going to see another 2. So as a sales person person I'd probably use some trial closes of some type, to get a bit of feedback, similar to earlier posts (What do you think of area, look of property, size of proprerty etc). Then after viewing the 3 properties maybe ask an alternative close, based on the houses the customer likes the most - "so which one are you going to go for - the one on 51st or 22nd street?

Good ideas Marky and everyone else. Thanks again.

When should I close?

Closing the Sale Forum