The military approach to business is based solidly on courage and confidence. If you are not completely confident about your product or service or your ability to deliver it—fix that now. And I mean RIGHT NOW. No excuses.
Your confidence comes from your absolute belief that what you’re offering is truly the right thing for them to do. If it isn’t, NEVER push someone into buying something they shouldn’t. Closing is supposed to be about pushing them into buying something they should.
Sometimes business people are so intimidated by the close that they project desperation, but closing doesn’t need to be like that. The trick is to create an enjoyable experience—the close should be fun. It’s supposed to be a step everyone will be celebrating about before, during, and after.
It works because of your confidence, your unshakable faith that your product or service is the best. It also works because of your sincerity. You are genuinely looking out for their best interests and they will be able to see, hear and feel that. On the other hand, if you’re only out for yourself at their expense—you’re DEAD! It will show, every time.
Here’s the bottom line: if you’re intimidated about closing—GET OVER IT. Learning to close is not optional, it is mandatory. The secret? Believe in your mind that you already have the client’s approval to proceed and act accordingly.
Kick Ass, Make Money & Have Fun Doing It!
Craig Zuber
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Our purpose at Zuber Group Real Estate is to create a compelling, fulfilling real estate experience every time we serve a client. Our website is just one of the services we offer. For the most advanced MLS search in the Treasure Valley visit us @ www.zubergroup.com
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