What is the secret to "closing" the deal? When is the proper time to "close" the deal? "Closing" the deal is NOT an event that happens at a certain stage of the transaction. Closing is something that begins from the first hello and is CONTINUOUS throughout until the FINAL paperwork is signed.
The real estate professional understands it is about bringing value to the transaction...being viewed as a trusted real estate advisor...not about having a canned script. If your client doesn't believe you are a resource... providing value...helping them with THEIR priorities, then it doesn't matter if you use the direct close, indirect close, assumptive close, trial close, or Ben Franklin close.
It doesn't even matter if you use the "pretty please with cherries on top" close.
Serious questions from your clients deserve serious answers from you...serious concerns from your client deserve serious attention from you...the priorities of your clients need to be the priorities you have as well. If you decide to make THIS your business practice rather than the memorization of scripts...you'll have PLENTY of closings throughout your career.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment