Bob,

Maybe you can start the ball rolling by putting up what has worked for you.  Kind of give to get. 

Welcome Bob!  I don't think there's a right and wrong formula here in Active Rain.  My only advice is to post with passion and people will start listening.  There's a "newbie" group and even a "bloggin etiquette" group that may help you get started.  There's a lot of talent in this network and I can't wait to hear what you have to say about "non-traditional sales techniques".

Ines

Good idea. Have you ever done all of the right things as far as qualifiying someone as to what they are looking for, what they can afford and what their time frame is to buy; driven them around town all day looking at homes and find the perfect house for them, only to have them say the infamous words "I want to think it over". How about, besides all the other qualifying that you do, you ask them "What's going to happen if we find a house today that is perfect for you"? "Is there anyone else that's not here that will also be involved in the decision process"? If you feel they are just telling you what you want to hear, push them a little. For example, an answer of "no, I'm the only one making the decision" could be followed by you saying "I'm surprised, almost all of my customers have someone -  a girlfriend (wife, parent, advisor, friend, dog, REAL ESTATE AGENT [hey, you never said anything about another real estate agent]) that they have to run this by".

Bob - I have to confess I am one of those that lacks in the "sales techiques" department.  I love houses, I love selling them, I get very excited when I see potential and I've done all kinds of role playing.  I have used questions like you mentioned, "What's going to happen if we find a house today that is perfect for you"? "Is there anyone else that's not here that will also be involved in the decision process"?.  But when I get those touch buyers that cannot make up their minds, I'm at a real loss....all I have to offer is patience, and some appreciate it.  Tell us more.

Rick & Ines First of all, thanks for reading my post. I guess this really works. Buyers that can't make up their mind is a frustrating situation. Sometimes, it's a motivational issue. First of all, a lot of what I say is going to sound harsh or controntational. But it's not what you say as much as how you say it. I, unfortunately, can't give you that through this medium (looking forward to the day I can figure out podcasting). That's going to have to wait - this is my first day blogging. Anyway, first I'll give you an example. A lady walked into our office last week and asked about a particular listing. As I was looking it up I asked her how long she had been looking. She said 3 years. I said "You're never going to buy anything". I said it with a laugh in my voice (that's the closest I can describe it). She laughed and said "I'm going to have to tell my husband that one". She also said she was working with a realtor (I feel sorry for that real estate agent), but I noticed she sneaked my card from the front desk when she was leaving. Back to the issue of can't make a decision. Since there is no known sales technique that is going to convince someone to make a major big-ticket purchase like a home (unlike a car salesman that aims to have you driving a new car off the lot today), I feel the best thing to do is either tell them how you feel, ask them what's holdng them back from a decision and what it's going to take for them to make a decision. I usually ask people like that, "so, do you think that maybe you'll be able to make a decision in the next 3 years, or do you think it will take longer"? Once again, remember the tone of voice issue. Make selling fun. Also, you have the right to tell it like it is, just like the customer does. There's also a thing called an Up Front Contract that may allievate the problem (but unlikely). I'm blogged out. This is fun, I just wished I typed faster.

Ha! Hey, when you've got something interesting to say (and you do), nobody cares about typos. But, if you really do care, you can type your bit in Word using spell check, then copy it to the blog entry. Personally, I think you're interesting, funny, and I'll keep reading even with typos :-)

I do suggest you type in in Word first, because I have lost plenty of blogs and comments that "poof" into thin air. 

I see where you are coming from Bob - it's definitely about the tone, that's why it needs to come natural.  People consider me to be witty and quick - so the rehearsed responses don't feel natural, thus my tone is compromised.  Scripts feel really fake to me but Rick is really great with them. 

Ines

Ever since I discovered that salespeople have rights too and I started saying how I feel to prospects, customers,etc., the words just fall out of my mouth before engaging the brain. You are right, scripted words do not work. It has to come natural (but is something that you can work on and get better). If someone is giving you some grief, it's all right to say "Hey, I'm feeling some pressure here". That in itself usually changes the tone of the conversation. This is fun.