Closing at the appropriate time(s) and using the appropriate verbiage is a must on a good sales call and fortunately, it is a skill that can be learned. Here are some tips your ISA can use to make sure they can thrive in the “deep end of the pool” when talking with prospects:
- Gaining commitments: According to sales training group The Sales Board, 62 percent of salespeople fail to ask for a commitment when making a sale or setting up an appointment. This can be devastating when you consider how much money, time, and energy a real estate agent/business owner invests into even just one sale. Neither you nor your ISA can afford to navigate a sales call or presentation without gaining commitments along the way. You can gain commitments by asking for the order (cutting to the chase only after you have rapport), summarizing the benefits of your offer, offering options or choices, and/or offering special features. The strategy you use will be predicated on your relationship with the seller prospect and what feels natural at the time based upon his/her goals.
- Tie downs: When you confuse your prospects, you often lose them. And when you’ve lost them, it’s hard to get them back. Keeping your prospects on board and making sure they stay on board can be done easily by using tie downs. Tie downs are small questions that you use to confirm that your prospect got your point and agrees with it. Essentially, they are used to help you create and then maintain “Yes” momentum during your presentation over the phone or face to face.
- Trial closes: A trial close is a smaller, less-threatening close that lets you know whether or not the prospect is ready for you to close. Trial closes are like gaining commitments in that you would use them to put yourself in position to close for an appointment or a sale. The difference, though, is that trial closes are formulated as questions.