Given that the only sound your customer’s ears are filtering is based on how what they hear relates to their reality, your ability to laser target what you say in a way that is tailored to them, you need to be sure that when you are working with a customer you are:

• Using PowerPhrases so what your customer hears from you is targeted to their reality – to do this, you have to get to know them and craft your knowledge into PowerPhrases as you move them through their decision making
• Below the red line on the sales structure (while you are still solving) have 3 or 4 crafted PowerPhrases that promote the gain for a customer in buying from you, on your site and buying now
• Really listening to what they say and you use your best facilitation skills to constantly affirm your understanding and build the customer’s confidence in you as an expert who can really help them in their buying decision
• Gaining commitment from your customer little and often.  Try to think of your sales experience as though it were written down.  You would not be able to easily understand what you were reading without punctuation

Closing little and often is about building punctuation in to the sales journey; where there is a comma, ask a question to gain commitment to a decision. 

Where there is a full stop, ask a clear commitment gaining question – affirm where you are in helping the customer to make their buying decision.

Our best tip is close little and often;
create the opportunities for the customer to get used to making decisions

Build up the customer’s confidence to make a great buying decision with you

We get sad when we see how hard a sales consultant works and then we see them blow all the effort because they don’t have courage to ask the customer whether they would like to Reserve.  We would be less sad if we heard sales consultants asking how what you had done with the customer had helped them in their buying decision and which home they prefer at this stage.  Sadly we don’t hear either of these often enough.

Think about how you value yourself, and what you do.  So many sales consultants NEVER ask for the business. Please don’t be one of those sales people who do so much good selling and then fail to ask for the sale. 

It’s a common mistake and you can put it right!

Asking for the sale or ‘closing’ is vital so always make sure you gain customer feedback and commitment, it is this gradual approach that will increase your Reservation rate!

We believe that good closers do everything they need to do make it easy for customers to say Yes so we challenge you to make sure that as you work with your customers, you are giving them plenty of opportunity to make small decisions to narrow down choice and get to a plot specific point when it makes sense for you to ask that they reserve the home with you.

Close little and often helps to develop confidence on both sides

Customers need to be confident of their ability to make a great buying decision.  You owe it to the customer to make it easy for them to buy by inspiring them with your enthusiasm.  If you don’t ask, you won’t get it! So remember your customer needs you to ask so that they can say yes!!

Choose your time, choose your question – Is this the home you would like to reserve? Which of the homes you have seen do you prefer?  Given the choice, would you rather this one or that one? What for you is the next step? How has what we have done helped in your buying decision?

There are so many ways for you to lead your customer confidently to the close, plan out how you will ask the next customer you work with.

All your customers have only one radio channel; a channel that they hear 24/7.  It’s called What’s In It For Me Radio!

Given that the only sound your customer’s ears are filtering is based on how what they hear relates to their reality, your ability to laser target what you say in a way that is tailored to them, you need to be sure that when you are working with a customer you are:

• Using PowerPhrases that mean what the customer hears from you is targeted to their reality – to do this, you have to get to know them
• Really listening to what they say and you use your best facilitation skills to constantly affirm your understanding and build the customer’s confidence in you as an expert who can really help them in their buying decision
• Gaining commitment from your customer little and often.  Try to think of your sales experience as though it were written down.  You would not be able to easily understand what you were reading without punctuation.
  • Closing little and often is about building punctuation in to the sales journey; where there is a comma, ask a question to gain commitment to a decision. 
  • Where there is a full stop, ask a clear commitment gaining question – affirm where you are in helping the customer to make their buying decision.

Our best tip is close little and often;
create the opportunities for the customer to get used to making decisions

Build up the customer’s confidence to make a great buying decision with you

This could be the biggest yet easiest change you make in your sales approach and we promise that if you stop overpresenting your information and underclosing, you will accelerate your sales – it’s worth mastering!

We see sales people overpresenting and underclosing, all you need to do is to flip the balance the other way!

Be more clever and concise in the presentation of your information and overclose; little and often – it’s the recipe for sales success.

High value product sales are based on both rational and emotional decision making.  You need to make sure that when and how you present what you know about your development and the home that is available for this customer to buy is tailored to the customer in front of you.  You really need to make sure that everything you say is valued by the customer so timing and explanation is key.

Here are 3 ways to improve your presenting and maximise your closing:

• Chunk your information so that you trade it with customers
• Practice a 2 for 1 qualification
• Practice tagging an effective question after every piece of information you give out

 Try to be really conscious of what you are doing to:

• Hold back your knowledge and impart it so that it is valued by the customer
• Tailor your presentation to match and meet the customer’s needs
• Use known information to gain commitment to the next step of your selling
• Maximise the use of your visual aids to gain understanding and commitment
• Create the customer’s dream
• Build trust with the customer by proving that you know what you are talking about
• Get the customer to give you more feedback so that you can gain their ongoing commitment

Give it a go!  Make some small changes to achieve a BIG difference in your selling.