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STOP PLAYING THE SALES GAME AT LISTING APPOINTMENTS

Sharp angle closes, Alternative closes, Assumptive closes: If these are in your sales arsenal: YOU LOSE

Some coaches teach you to get the objection out of the way in the beginning. Ex: Mr. Seller, if what I show you tonight makes sense, and I show you that I ca sell your home for more money are you ready to sign the listing agreement tonight?

The purpose of this (Sharp Angle Close ) is intended to pull out any objections in the beginning. At best you might get an answer. At worst and most likely, you have labeled yourself as a salesperson not a consultant and they have mentally shut you out. As a salesperson they have to now be defensive on what other sales games you will be playing.

If the seller has subconsciously shut you out while in defense mode, do you think they are really listening to what you are saying to market their home?

The sellers of today are more sophisticated, more educated, and more aware of sales games. There is a better way to get the same results.

NO MORE SHARP ANGLE CLOSES

Want to know how to get the same results with a softer angle approach? Drop me a line, there a lot more to learn.

Brett Noel / Success Coach / Training agents to become Millionaires

www.Brettnoel.com

Posted by Brett Noel, California's Success Coach Author / Motivational Speaker / Broker on 09/18/2007 01:07 AM

Comments (4)

brett noel, trainer, success coach, real estate agent, success, life coach, public speaker

4 Comments on STOP PLAYING THE SALES GAME AT LISTING APPOINTMENTS

I came across your blog. You know I don't know where I have heard your name before. You know your program must be good if your name has stuck in my sub-conscience. I worked as an Underwriter in Irvine for Washington Mutual. LOs loved me because I understood them and underwrote with a common sense approach. Not the Ops against Sales attitude. I must know your name from that circle since your area is close to that region of Irvine (Barranca/Von Karmen). Keep up the great posts: I have just subscribed!

09/18/2007 01:35 AM

by Andrew Clemente - Mortgages Made Easy, Inc

Andrew, I also was at one time the president of the Orange County Association of Mortgage Brokers, I now coach and train agents and loans officers success systems.

Thx for your comments :)

09/18/2007 01:54 AM

by Brett Noel, California's Success Coach Author / Motivational Speaker / Broker (Keller Williams "Productivity Coach")

BRETT: When I first started, I had a CD that I used to play over and over with all of these closes. Most of them were very uncomfortable coming from my mouth, so I didn't use them. However there is one that I think is pertinent when it comes to pricing (more specifically, overpricing)

[1] Speaking to the seller: "If I gave you a stack of $1 bills and asked you to go down to the mall and sell each of them for 75 cents, how many of them do you think that you could sell?" The easy answer is all of them. Second questions. "If I gave you that same stack of $1 bills, and asked you to go to the same mall and sell them for $1.25, how many of them do you think that you can sell?" The answer is none of them. "Then why are you asking me to sell your $1 home for $1.25?" I've never actually used it on a listing appointment, but in this market, it makes sense.

09/18/2007 06:51 AM

by Adam Waldman - Long Island REALTOR® (RE/MAX Best)

That is a great analogy for an overpriced listing. I will share that information with by clients. Thank you. We can always learn from one another.

Brett Noel / www.Brettnoel.com

Teaching agents to become millionaires

09/18/2007 07:19 PM

by Brett Noel, California's Success Coach Author / Motivational Speaker / Broker (Keller Williams "Productivity Coach")

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