| We have learned already that in order to be the | | | | counter-tops, are these what you were looking |
| best of the best in New Home Sales that we | | | | for?" "Isn't Radiant Barrier Roof Decking a great |
| must ask for the sale because 60% of my | | | | energy saving feature? Over time, it would pay |
| competition is not doing it. We have also learned | | | | for itself by reducing your energy bills, wouldn't |
| that we must not allow negative thoughts to | | | | you agree?"o The No Hassle Close - This closing |
| control our actions and we must practice having | | | | technique again works with the assumption |
| an Attitude of Gratitude. And we now know that | | | | principal in that you begin to fill in the paperwork. |
| we need to be prepared to ask for the sale by | | | | When you fill in all of the forms for them, you |
| minimizing the possible rejections and objections | | | | take away a level of stress that can cause them |
| that we will encounter. Now you are probably | | | | to take it home with them so that they can |
| asking, "How do I do this?" It is easy to write | | | | "think about it." It would be wise to include the |
| about it and easier to read the theories behind it, | | | | loan application package as well. Many times, I |
| but how do we apply this today? Action! We | | | | would utilize this by asking them to clarify the |
| must put into action the material that we are | | | | spelling of their name and address as I began to |
| internalizing. | | | | input their information in the computer.o The |
| There are multiple styles of sales closing | | | | Summary Close - This is the simplest and most |
| techniques that have been discussed over the | | | | powerful close that you will use. After spending |
| years. As I mentioned previously, generic sales | | | | time with the prospect, asking questions, and |
| manuals have taught many sales people | | | | demonstrating the features and benefits of the |
| techniques to improve their sales skills. I am | | | | home to fit their needs, all that is needed is to |
| venturing out on my own to state that even | | | | summarize the key points of interest for them |
| though these have proven effective, the closing | | | | into one package. For example: "So, as well as the |
| techniques utilized 20-30 years ago may no longer | | | | floor plan that you love, you are getting a nice |
| be as effective. As time passes, consumers are | | | | covered patio, a fireplace for your enjoyment, |
| educating themselves more about the products in | | | | and the large yard for kids to play in with the dog. |
| which they purchase. They are also aware of the | | | | How does that sound?" This works by repeating |
| techniques taught by sales trainers. If you sat | | | | what the prospect has already agreed upon. It |
| down with an educated business professional and | | | | just sounds better in a package. Combined with |
| tried the Ben Franklin close (listing the positives | | | | the "Multiple Yes" close, this is extremely powerful. |
| for purchasing on one side of paper and listing the | | | | As stated earlier, it is imperative to remember |
| negatives on the other whereas the positive | | | | that closing the prospect with the wrong intention |
| column is longer than the negative), the consumer | | | | can and will lead to a loss of your income by |
| may be offended. Therefore, you just lost the | | | | losing the sale. Closing techniques to avoid are:o |
| sale. | | | | The Compliment Close - Complimenting people to |
| There are some techniques though that when | | | | gain their favor is usually acknowledged by the |
| used at the right time, work. Figuring out the | | | | prospect. You will lose sincerity and respect.o The |
| timing will take practice but usually comes naturally | | | | Distraction Close - When we attempt to close a |
| when we have earned the right to ask by building | | | | prospect on the sale because we caught them at |
| rapport and trust.o The Power of Three Closes - | | | | a weak moment can lead to an eventual |
| Cost, Quality and Time combined are the trilogy | | | | cancellation. It is a waste of everyone's time and |
| of the classic business measurement. As | | | | is simply dishonest.o The Doubt/Reverse Close - |
| salespeople, we utilize the power of three to | | | | This principal is discussed that you show doubt in |
| summarize why a prospect should purchase. | | | | the product in order to get the buyer to disagree. |
| Incentives, Products and Benefits are three | | | | It is absolutely ridiculous for a professional |
| examples that you can use. For example: "If you | | | | salesperson to show doubt in their product.o The |
| buy today, we will be able to pay for your Closing | | | | Embarrassment/Shame Close - By making the |
| Costs, Pre-Paid expenses, and Title Insurance | | | | prospect ashamed or embarrassed only provokes |
| Policy." Or, "The home that you just saw is | | | | negative feelings that will return to them after |
| better-looking, better-built, and better-equipped | | | | they have left your office. The very thought of |
| than any other that you have seen. Correct?" By | | | | you will re-ignite these emotions and cause them |
| utilizing the "Power of Three" you create a | | | | to avoid you in the future.o The Deafness Close - |
| mysteriously compelling reason to buy.o The | | | | When the home buyer offers an objection and |
| Alternative Close - This is also known as the | | | | you choose to ignore it, the buyer then feels as if |
| "Either/or" close. This closing technique works | | | | you don't care about them. If you do not know |
| when we have already assumed that the buyer is | | | | an answer, simply state that you don't know but |
| going to purchase, it's just a matter of which one. | | | | will find out and give them the answer.o The |
| For example: "Would you prefer the home with | | | | Hurry-Up Close - Similar to the "Distraction Close," |
| the red brick or the beige stucco?" At this point it | | | | by hurrying and not addressing any needs or |
| is very rare to have a customer respond with | | | | concerns of the buyer, it will lead to an eventual |
| "neither." Usually, the prospect is deciding between | | | | cancellation. Our time is too precious to waste on |
| what he/she considers their two best options.o | | | | writing "bad paper."o The Puppy Dog Close - By |
| The Assumptive Close - This technique is similar | | | | acting cute to invoke a positive response is |
| to the alternative close because again, we are | | | | quickly spotted as unprofessional. Many times, this |
| assuming the buyer has already made a decision | | | | can backfire as one partner may perceive you as |
| to purchase. This is accomplished by taking the | | | | being flirtatious with the other. |
| prospect to the next level by asking them, "When | | | | When we believe in the product that we are |
| would you like to move in?" or "What will your | | | | selling in addition to knowing that we are providing |
| friends and family say when you tell them about | | | | a need for the consumer, we never have to |
| your new home?"o The Multiple Yes Close (Minor | | | | resort to manipulation nor dishonesty to convince |
| Points Close) - This type of closing technique can | | | | the prospect to purchase. This relates back to |
| and should be used throughout the sales process. | | | | whether or not your spiritual life is correct. When |
| By getting the customer to agree to minor points | | | | we choose to live a life of accountability to God, |
| throughout the sale, it makes it easier to work up | | | | our Spirit within us will not allow us to continue to |
| to the big "yes." For example: "You mentioned | | | | behave dishonestly. It is a lot easier to earn |
| that gas appliances were important to you. Are | | | | money by being honest with ourselves, our |
| these the types of appliances that you had in | | | | employers and our family than it is to live a life of |
| mind?" "When you mentioned solid surface | | | | deceit. Remember to sell with integrity! |