When should I close?

THE INVISIBLE CLOSE:

I've never sold real estate, but no matter what your selling you need to decide for yourself if the person/s / prospects [stood before you] are Hot, Warm or Cold buyers. A number of simple questions should soon determine their credentials but learn to keep QUIET AND LISTEN, and read their body language and eyes, and listen to the RAPPORT thats bubbling away beneath the surface.

I cannot improve one iota on the answer given above by Michael Coritsidis, read it, study it, and write down what he said down, except maybe to add another type of close to his; which is this:

Mr Prospect, without committing yourself in anyway to a decision, if you were making me an offer on any of the three properties I have shown you, which property would it be, and what would your firm offer be [now here comes the close]>

And if I can get you that property AT THAT PRICE, YOUR PRICE, DO WE HAVE A DEAL ON IT, and will you AUTHORISE ME, here and now, to sign you up at that price.

When you say this you must lower your voice, talk to him as if your handing out a speeding ticket, and you might have swung the deal. You've led him into a dead end canyon, and any answer given must be in your favour. Please study this close it starts off by saying "without committing yourself in anyway", then gives him the opportunity to commit himself to 7 options. So lets call it the 7 options close. All Real Estate Contracts [See Statute of Frauds] must be in writing, so nothing he says binds him, so you must add the final words underlined above.

Bob.

THE MOST IMPORTANT WORDS IN MY SALES VOCABULARY ARE:

Act 1: Clap hands slightly,
Act 2: Rub palms together as if your hands are cold,
Act 3: Smile,
Act 4: Then say to them ever so sweetly: Well Its Make Your Mind Up Time, which one is it to be?

I have sold millions of pounds with this simple phrase, it must be my trademark phrase by now. And its the best close in the business.

This is good.

Bob do you wait for the consumer to answer the first question before you close with the second?

Houston do we have a problem: [Joke]

No its all one sentence, it clearly depends on being heard and being understood and acted on. Its strength is that you appear to be inviting the prospect to speak, to divulge what going through his mind, meaning to reveal all, and you've raised his standing, he's no longer accompanying you but now part and parcel of the sale and an equal negotiating partner of sorts. If his wife, girlfriend is there its an opprtunity for him [the creep / schlock/ misfit/ding-pot/meshugginna] to reveal his great wisdom and business brain and acumen. Take some advice copy it, learn it, practice it.

Houston and All:

The 7 Options close, see above. The prospects offer might be [sample] $150 000. You put this to the vendor, they say no, it has to be $172 500, you then return to the buyer and a quick round of negotiations take place. The vendor might accept the first bid, he might not, but by using this close you've gone into the final negotiations stage.

Bob what were the seven options?

Houston and All:

Lets go through it more clearly - meaning lets dissect this close:

Mr Prospect, without committing yourself
in anyway to a decision,
[option 1>] if you were making me an offer
on any of the three properties I have shown you,
Option2> which property would it be,
Option 3> and what would your firm offer be
And if I can get you that property
Option 4 at that price, your price,
Option 5> DO WE HAVE A DEAL ON IT,
Option 6> and will you AUTHORISE ME, here and now,
Option 7> to sign you up at that price.

Can I be frank, this close is deadly, it can swing a sale, it can get an uncommunicative client not only to speak, but to take part in the sale process, and become rather keen on doing business with you, not only that at all times you appear to be The Good Fairie.
A reliable helpful sort of sales-person- and this is the secret ingrediant of all good salesmen; meaning the UNSPOKEN ability to appear to be helpful and obliging.

Thank you for breaking that down Bob. I am excited to see how well this works.

Be sure to report your results back to the rest of us.

IMO, this close starts off okay but tapers off pretty fast with 4+5+6+7.