Andy's 10 Commandments of Closing the Sale...Part II

Education & Training with HD Realty BK662006

Andy's 10 Commandments of Closing the Sale

Last Installment: (you can read them in full HERE if you missed them)

#10: Thou Shalt Find Out Thy Customer's Needs and Fulfill Them

#9: Thou Shalt Ask A Lot Of Questions And Explain Why That's Important to Them

This Week's Installment:

#8: Thou Shalt Become A Master Communicator

Clients are getting more and more savvy to the old fashioned "salesy" conversation and they don't like it. They want to do business with people that they know: are experts in their field care about more than just the commission are honest and up front when the chips are down

So, how do you show them that's you? You need to learn to be a great communicator who can get accross the fact that you can be a tenacious pit-bull when needed and a warm-huggy-fuzzy person when needed. Attend a class at your local adult ed center (in Orlando it's The Knowledge Shop) or a book that I recommend is "Instant Rapport" by Michael Brooks (available everywhere, including, about $10)

#7: Thou Shalt Master the Art of Reading Your Client's Hidden Meanings and BodyLanguage

This goes hand in hand with #8, however I feel it is important enough to be it's own commandment.

It is said that we have 2 ears and 1 mouth because we should listen twice as much as we talk. Many people will talk just to be saying something because they think they are "controlling" the conversation and the sale. I've found that many times I learn the most about the client and their needs just by sitting back and listening, in fact, sometimes I can be spotted sitting in the corner just soaking it all in...people think that I'm staying out of things, but I've picked up more from my "corner" then the other people that are actively "in" the conversation.

When you are truly listening, you will hear much more than just the words...words actually account for a VERY small portion of human communication, the majority is:

tone/speed/etc: Say out loud "I HATE You" like you are auditioning for a movie part (go ahead, do it!) No really, I want your words to DRIP with hatred...ok, got it? now say it the exact same way, but say "I love you" instead. If someone said those WORDS to you but with that tone, how would you interpret it? See how important tone is?

body language: again, say out loud "I hate you" while holding up your fists like you're ready to fight and scowling your face like you're it? Now do the same motions and say "I love you" instead. See how the words are trumped by the body language? In fact, if your face was scowling and your fists were up, I'm probably not even listening to you words, I'm looking for an escape route!

Now hopefully you realize how body language and tone is more important than words...remember this both when you are the TALKER and when you are the LISTENER!

Join me next week as I bring you more of "Andy's 10 Commandments of Closing the Sale"


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Richard Barbee
Realty Executives Assoc - Knoxville, TN

This is an excellent idea and excellent article.  You have a real talent for marketing ideas and information.  Congratulations !!

I will be looking to read your blog frequently.

Take care.

Oct 22, 2008 08:37 AM #1
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Andrea "Andy" Tolbert

Broker, Safety Expert, Instructor
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