Closing techniques are the most critical part of a sale. The better equipped you are, the higher the probability of closing a deal.
Knowing what to say, why you say it, how to say it and when to say it is imperative to an agent's success.
Not everyone is right for every salesperson or prospect. By listening to and qualifying a prospect, you will often learn what will work best for closing each client.
Go In Thinking The Deal Will Close
This is where it pays to assume! This type of closing technique uses the power of positive thinking. You want to infuse that into your marketing and sales.
From the start, from the very first contact, you need to assume that you are going to close the sale.
The assumptive sales technique adds a direction and authority to your sales process. Clients will gravitate towards agents who move with confidence.
Now or Never
This is one of the most common closing techniques. This technique is used when a sense of urgency needs to be created. It can help close a deal where the buyer wants to buy but for some reason, just will not commit. In markets like the current one - competitive and frenzied - this doesn't even need to be "fabricated"!
Summarize and Seek to Understand
This is a technique where the salesperson goes over the list of needs and wants the customer has stated stressing the value and benefits.
When you summarize all the points you and the consumer have agreed upon into one bundle, the prospects can visualize the process and the end goal. This makes it more real to them, and they can understand what they are getting from the deal.
Discount
Sometimes clients will request that an agent lower their commission. This isn't typically a best practice and hopefully doesn't happen, but, if it does try removing one of the services you are offering. For example, advertising or marketing. This can be seen as a discount but not come off of your commission.
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