MASTERING THE PHONE FOR OPTIMUM SUCCESS
Psychology and Rapport on the Telephone
Mirror: Speed
The way people talk on the phone is often a
great indication of what they are like in person.
When someone talks fast, it is important to do the same as them.
This will give you respect and allow you to qualify and close for the
appointment.
Mirror: Tone
Whether potential clients are loud or quiet, by matching them, rapport is
automatically built and you are that much closer to the sale.
Never answer a question with a question (clients get frustrated).
Trade questions instead.
Eg. Prospect — How much is that home selling for?
Realtor — $349,000. When were you thinking of moving?
Closing the Prospect
At all times you need to have a pen and paper ready. Use the back of a
business card, whatever, but always have a pen and paper handy when
you are talking to a prospect.
Reminder!!! The purpose of the phone with prospects is to close for the
appointment ONLY.
Understand the Potential
When you get a call or a page you have no way of knowing why this
person is calling until you ask them questions.
Listen with an open mind - you may have a diamond in the rough.
Don’t assume. Good ones lay low.
The public is getting more educated all the time so professionalism and
patience will draw out the real deal.
THE KEY TO SPENDING THE LEAST AMOUNT OF TIME ON THE PHONE IS YOUR QUALIFYING ABILITIES ONLY 20% OF THE PROSPECTS ARE WORTH YOUR WHILE. YOUR MASTERY OF THIS SYSTEM WILL DRASTICALLY INCREASE YOUR DOLLARS PER HOUR. BE PICKY ABOUT WHO YOU SPEND YOUR TIME WITH. YOUR QUALIFYING SKILLS WILL HELP YOU.
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