7 Tactics to Accelerate Sales
- Start from the moment that you come into contact with your customer. As you build your rapport, ensure that your questioning technique regularly generates ‘Yes’ from the customer. Get them used to agreeing with you throughout the sales opportunity
- Confirm during early conversation the basis of a possible sale. Make sure that you know how the sale would be financed and how motivated the customer is to achieve their dreams
- Engage the customer’s rational thought process so that they know what a property will do for them and why the home you are showing fits their requirements
- Build emotional experiences into the demonstration and be sure to gain commitment to every room with a conversation that confirms the customer believes the benefits of how each part of the property meets their needs
- Be sure to talk about how to buy a property on the development before you feel ready to ask for the sale. When customers know how to buy, it is a much more natural step to discuss what to buy
- Summarise little and often to build the customer’s confidence in their own ability to make a good buying decision. You need to agree in principle on the property and the timescale BEFORE any negotiation should start
- Only make offers of negotiation on the basis of ‘If you …….. then I will ……’ Any movement from you must be based on the fact that an agreement will mean a reservation
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