I find the problem with most sales people is they talk to much and don't listen. I was just out on a presentation with one of the agents from my office who was trying to convince a buyer to buy a house, now only if she would ask the right the questions shut up, and listen to what the buyer was saying. Maybe we could of helped a buyer and a seller finish their journey much quicker with less stress.
Why do you think sales people feel the need to tell tell tell the prospect why they should buy a home they already want?
I find the best sales people ask questions, listen to answers, then try to solve the problem for the buyer or the seller in order to get the order.
Now the buyers husband asked me if they could have some time to discuss it or "do you want a deposit cheque right now"
I replied "I want you to make a Strong decision, and to sign the acceptance of the offer, and to let me know in in the next 1/2 hour if they want the home or not. You see the home was price at 319,000.00 and the sign back was 318,000.
Well the only way I felt, I could save this deal for the agent in my office was to tell the people to discuss it and to give me a call in 1/2 an hour and let me know if they wanted the home. I also explained to the buyer the difference in price was about 60 bucks in a monthly payment. They came in at 308000.
I thought that would be better then having the agent keep talking them out of the deal, That he told me he wanted, they had been looking for a home for quite some time.
Well 1/2 hour went by, and guess what the offer was accepted. Now the moral of the storey is if the agent, had of listen more then talking we would have finished the deal much sooner.
ASK QUESTIONS, EXPLAIN THE FACTS, AND TRULY HELP YOUR CLIENTS.
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