When it’s time to make an offer on a home they love, buyers might freeze up, says marketing expert and business strategist Marc Gordon. Maybe they don't feel ready or the property isn’t quite right for them. Don’t add more pressure as an agent. These five “soft” sales techniques from Gordon are here to help you guide clients toward putting in an offer on a property.
“Are we good to go?” Despite being ready to buy, some home shoppers just can’t bring themselves to say yes, Gordon says. “They are subconsciously waiting for a cue from you to let them know it’s okay to commit to the deal,” he says. “Use this close when the client no longer has anything to say or ask while [they are] still clearly showing interest.”
“With your OK, we can start drawing up papers right away.” Some people want reassurance that they’re in charge, Gordon says. This close can put buyers in the driver’s seat by presenting them with an immediate benefit to saying yes.
“Are there any other questions I can answer for you?” You always want to make sure your client understands all the relevant information related to a home. Pop this question in once you feel like they’ve exhausted their queries. It’s a great segue into decision-making time.
Being silent. “You would be surprised how often people talk themselves into something,” Gordon says. “A customer that talks is a customer that’s interested.” Sometimes the agent should sit back, smile, and listen. “Then when they’re done, ask them if they're ‘good to go.’”
“How would you like me to follow up?” If it comes to a point where it’s obvious your buyers can’t make the decision to put an offer in yet, this technique keeps the door open on their terms while maintaining dialogue about a property or their search process, Gordon says.
Source: marcgordon.ca
