To make a sale, we eventually have to narrow the choices to just one so our customers can make a decision.
In my podcast message today, "So, Which One?" I provide some tips and ideas on how to arrive at this point.
We begin with one or more trial closes and then get to the final close as we eliminate from consideration those choices that are no longer viable in the customer's mind. We should a choice on just one out of two - never more.
By limiting the choices that customers have at any one time to two, we can let them select the better one, and if they are not ready to own that one, determine why, and then show them the closest thing to what they describe. Then choose the better one again (and again if necessary), until a sale is made - or we determine that it is unlikely to happen.
For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.
In my podcast message today, "So, Which One?" I provide some tips and ideas on how to arrive at this point.
We begin with one or more trial closes and then get to the final close as we eliminate from consideration those choices that are no longer viable in the customer's mind. We should a choice on just one out of two - never more.
By limiting the choices that customers have at any one time to two, we can let them select the better one, and if they are not ready to own that one, determine why, and then show them the closest thing to what they describe. Then choose the better one again (and again if necessary), until a sale is made - or we determine that it is unlikely to happen.
For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.
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