Are you getting “no’s” bleed from buyers and sellers saying no too often? Try asking questions that can’t be answered with a no. Try proactive selling.
Much of the time, we adopt a reactive posture with our customers. We “lob” a statement or benefit over the fence and wait for the customer to respond to the statement or benefit. Then we react to their response. Reactive statements include:
• “I’m calling to see if there’s anything I can help you out with today.” lob … wait … The response usually is “No, not today. Thank you.” Our reaction is “Well, if something comes up….”
• “Last week I sent you several new listings and I’m following up to see if you’ve received it.” lob…wait… The response usually is “Yep. But I am not sure about them…” or “I don’t remember.” Our reaction is, “Well, call me if you have any questions or want to see any of them…”
At the very best, many reactive sales calls end with the agent – not the customer – doing something. Reactive sales calls result in the agent sending information or setting up another phone call.
With reactive sales calls, you give up control of the conversation and reduce the possibility of making something happen.
Bring the customer into the conversation with an open-ended but specific question:
• “What did you think about the back yard at 123 Main Street?”
• “Which houses would you like to look at this week?”
• “How familiar are you with this neighborhood?
This question should be targeted towards the customer needs but can be very effective for cold-calling as well. You retain control over the conversation and build the opportunity to qualify the customer.
Also don’t forget to:
• Begin each call with a specific Initial Value Statement.
• Confirm that you’re addressing each of the decision makers needs.
• Ask if this is a good time to talk for a few minutes.
• If the buyer or seller was referred to you, be sure to mention the referral source. This will solidify the relationship and help establish credibility.
Proactive selling won’t work for everyone and won’t work all the time. But when you’re feeling like you’re getting “no’s” bleed, try proactive selling.
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