Should salespeople be able to close most prospects?

I had a long showing today that didn't end up in a sale. I showed everything I had that matched what they wanted and they liked almost everything I showed them but nothing "grabbed" them.

Stepping back and looking at this objectively should I view this as (a.) I missed out on a sales because I lacked the skill to get them to buy one of the homes I showed them
(b.) I did everything I could to increase the chances of them buying

Did they express any objections ?

Although you believe you showed them everything that "matched" what they wanted, did you find out what they were looking for that would "grab" them?

Have a "Fanta$tic" Future!
Stan Billue, CSP

Quote:

Originally Posted by realtor

I had a long showing today that didn't end up in a sale. I showed everything I had that matched what they wanted and they liked almost everything I showed them but nothing "grabbed" them.

Stepping back and looking at this objectively should I view this as (a.) I missed out on a sales because I lacked the skill to get them to buy one of the homes I showed them
(b.) I did everything I could to increase the chances of them buying

The real question here is were they 'really serious buyers' or were they 'serious lookers'.

Unless you uncovered why they needed to buy, and when they were going to make the decision so they could be IN their new house by a specific date, and what would happen if they did not achieve that....ALONG with everything the house needed to have that would get them to be "grabbed" --- maybe you only had a 'serious looker', not a buyer.

What were the problems that they were facing that caused 'needing to buy a house' in the first place? If they were not resolved, what would happen.

Quote:

Originally Posted by realtor

I showed everything I had that matched what they wanted and they liked almost everything I showed them but nothing "grabbed" them.

Two points you might seriously take time to consider, based on your statement above:

1) They can't buy everything you have.

2) They wanted something that would "grab" them. If that's the condition, it's your job to find out what it is that would grab them. You did not match what they wanted. They wanted to be grabbed. There is no evidence that you lacked the skill to get them to buy. Apparently you lacked the skill to find out what they really wanted. When you can do that, "closing" is so easy that it becomes almost invisible.

Quote:

Originally Posted by realtor

I had a long showing today that didn't end up in a sale. I showed everything I had that matched what they wanted and they liked almost everything I showed them but nothing "grabbed" them.

Stepping back and looking at this objectively should I view this as (a.) I missed out on a sales because I lacked the skill to get them to buy one of the homes I showed them
(b.) I did everything I could to increase the chances of them buying

Now whose word is "grabbed" them? Theirs or yours?

Did they say they were done shopping?

What kind of questions did you ask them to both qualify them and match up what they want with what you have?

I don't see this as a lost sale at all. It just may be taking it's natural course in their buying style.

In a way, I look at sales as a doctor. Just because patients don't take my suggested course of remedy, I didn't fail as a doctor.

Just because prospects don't want what I offer, I don't fail. It's just part of life, I think.

Maybe you can develop a better system to qualify prospects, so you meet only wildly committed prospects (as opposed to mildly interested ones).

Thoughts?

BD

Realtor, it seems to me that your expectations are out of whack. After all, even a "superstar SR" will never close every prospect (and probably wouldn't imagine it could happen for them).

To put my commentary into perspective:
1. I've been in B2B sales and sales management for 30 + yrs:
2. My wife has been extremely successful in selling real estate for shy of 20 yrs.

Your observation is telling: "Stepping back and looking at this objectively should I view this as
(a.) I missed out on a sales because I lacked the skill to get them to buy one of the homes I showed them
(b.) I did everything I could to increase the chances of them buying"

Firstly, you shouldn't assume that there is a skill, "to get them to buy one of the homes I showed them". Rather, you need to focus on identifying the client's wish-list (ie. what are the absolute, drop-dead features which will motivate you to buy?), their timing, their financial situation, etc. Without this in-hand (agreed upon by the parties), clearly, you weren't in a position to ask for their business.

Secondly, it should be pointed out that you probably didn't "miss out on a sale" because without some real effort spent qualifying, you're probably dealing with tire-kickers (suspects).

It appears evident that you need to adjust your expectations, so, that more time is spent developping the front-end.

Good luck & Good selling!
Pat

We need more information to discern what occurred. However every sale must be looked at as a learning experience not a method in self destruction.

Drew Stevens
Split Second Selling

I agree with Stan. Apparently, the prospect had some buying criteria which you weren't aware of...now you need to quantify what that something is, i.e., "what is it your looking for in a house that would make it "grab" you?"

Or, it's possible that this "didn't grab us" objection was a false objection and there's some other need/desire that was not met.

Questions that come to mind:

- What are they picturing in their minds' eye that is different than what you showed them?
- Are they working with another agent?
- Are they prequalified financially?

Should salespeople be able to close most prospects?

Closing the Sale Forum