Listen, you can circle around, poke at the heart of the issue, sit around and wait, or you can just get to it and ASK ALREADY. Most people in sales aren’t closing because they never get around to asking. Ask for the order! The worst thing anybody is ever going to do is say no. If you’re in sales and this hurts your feelings – either get over it or get a new career.
How you ask is up to you. There are ways to slip Alternative of Choice in here as well, “Will you please sign this contract so we can get started selling your house?”
Remember the old expression: “if you don’t have headaches, you don’t have business.” So, someone says no, or someone yells at you. This isn’t the worst thing in the world. You’ll survive. So go ahead: Ask already!
This series includes all of these closes:
- Alternative of Choice – The first close everyone should learn. Also known as “the appointment setting close.”
- Tie Down – Set your client up for a “yes” answer.
- Porcupine – Turn a negative around using this technique, get to the bottom of any objection your client may have, and get past it to the close.
- Questions are the Answer – aka “in your opinion…” – A twist on uncovering the reason behind an objection. If you’re asking the questions, you’re in control.
- Trial Balloon – Go from closings being a weakness in your business game to a strength with this tried-and-true method.
- Sharp Angle aka Trade-off – The Sharp Angle close isn’t always the best for real estate, but keep it in your back pocket – you never know.
- Direct Order – Tell the buyer or seller what you want them to do. Psst – here’s where confidence is your biggest asset.
- Hat in Hand – aka “Level with me” – Shelve your ego for a bit and humble yourself. It can go a long way toward that close.
- Jump Shift/Change Topic – This one requires some finesse, but with practice it can be highly effective.
- Assumptive – Just keep right on going on the assumption that they are going to do whatever it is you are trying to accomplish.
- Defer and forget – aka “Let me make a note of that.” – Basically, “Let’s not talk about that just now.”
- Just ask already! – Get over your shyness. Ask for the order, ask for their business, ask for their trust!
- Ben Franklin – This one CAN work, but it’s best on analytic thinkers. Help them weigh out the pros and cons
- Last Resort – Only after you have nothing to lose….”What the ___ do you want from me?”
- The most important close of all: “No, but I can get it.”
Do you have additional questions on this topic or want us to start a new discussion for FREE Broker School? Join the #freebrokerschool conversation – Leave your comments right here on our blog and continue the conversation. We want you to have any real estate tools you need at your disposal.
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