Being the best you can be in your role requires you to Solve before you Sell.  We know you will have picked this up before but are you doing it; really doing it?

Solve then Sell is all about selling with structure, staging the events necessary to inspire a customer to make a buying decision – how are you doing that?

We know that a sales approach without structure achieves fewer sales so we suggest that you concentrate on working with a solid structure and you will see that you gain more commitment and more sales will result from this.  The first thing you need to look at is the structure you are following.

• Are you conscious of what you are doing or are you on Autopilot?
• Are you split level thinking?
• Do you have a strategy to achieve commitment little and often?

Remember - No Structure, No Sale!

The sales arena is your environment so take control of each sales opportunity that comes to you.  Practice being ready to structure your sale and be more strategic with your sales approach so that you achieve more Reservations.

Your sales strategy should lead you to keep asking for buying commitment as you go, keep finding out a bit more with each step

• How will the purchase be financed?
• What actions need to be taken to assure that the customer’s proceedability is addressed? 
• What would it take to get the customer to reserve? 
• Be conscious of your sales strategy and your selling structure

Focus on your sales structure today and be the best you can be – go on ask for that extra commitment with the next customer you serve!

Intelligent buyers need intelligent sellers – how intelligent are you being?

Ask Don’t Tell
is one of our selling mantras, so is
Be Curious and Show You Care!

When dealing with more enlightened, informed customers (who are armed with a mass of intelligence they have gleaned from research they have undoubtedly done before visiting you on site) the need for curiosity is off the scale. 

If you fail to be curious with every customer who makes an enquiry, you will:

• Fail to find out where they are starting from in their enquiry – is this based on a lot or a little research into the housing market and suitable property for their needs?
• Fail to understand what motivates them 
• Fail to understand what the sale may be based on
• Fail to next step in a way that makes positive sense for you and the customer

Childlike curiosity with a purpose is something that productive qualification produces… in new home sales being curious will help you close more sales!
When a customer comes into your sales office, you have no idea about them.  Starting with asking for their name so that you can use it to build rapport, the next mindset is CURIOSITY to show you CARE!  

Rediscover your curiosity. Instead of immediately launching into your sales approach when a customer walks through the door, turn on your curiosity, set yourself the target to find out all you can about the customer in the most comfortable way.  Being ruthless with time and gracious with people will help you to be efficient and curious.

Use productive questioning whilst establishing what the customer is trying to solve in their life demonstrates a genuine interest in the customer.  Remember to pre phrase your qualification questions with phrases like:

• Tell me about
• Describe or explain to me
• Help me to understand
• What other pre phrases have you tried that work for you?

Be Curious and Show Your customer that you really care about them – it will pay off! 

You don’t need to be that different to stand out from everyone else, you just need to be a little smarter and a little sharper – you can do it!

Since we last met, how have you made your qualification more productive? 

Are you getting better results; gaining more customer information or have you forgotten to sharpen your pencil again and look the same as everyone else?  Blunt!?!

Think about how to sharpen up your act?  We think that qualification and closing are the 2 most critical aspects of your selling approach.  Here are a few reminders of how to sharpen your qualification questions?

• Focus on using valuable time with your customer.  Gain as much information as you can, really ‘get’ the customer before you present what you have
• Keep conversation going; your Qualification never stops
• Really excellent qualification uses your understanding of the customer through paraphrasing, parrotphrasing, summarising and productive questions
• Good qualification is all about using the information the customer has provided to gain their commitment to a home that will suit them

Turn your current questions into a more productive use of time with your customer.  Try starting your questions with …

 ‘Tell me about how you...’ | ‘Describe to me …’ | Help me to understand…’ 

Followed by 

What You… When You … How You … Who Will … Where You …

Go on, sharpen you pencil;

change your questions and make them more productive!