Go For The Close

Entire libraries of books have been written on the process of selling. They cover everything from how to start the process to how to ensure you get repeat business. For a real estate agent, making a sale means two things. First, you must close the listing sale. If you are successful and the owner picks you to list their property, the next sale you must win is to sell the house. This twofer possibly makes closing real estate deals that bit harder than other deals.

In both cases, many real estate agents fail because they fail to implement a winning strategy like the Jab, Jab, Jab, Right Hook system invented by Gary Vaynerchuk, one of the most prolific digital marketers of the modern age. The system works by mirroring a boxer’s actions. By using jabs before the right hook, you can prepare the opponent before delivering the “knock out” blow. Here, we give you pointers on how you can implement this winning strategy in every sales call/ meeting you have.

Jab: Be Frank

In this first jab, you need to demonstrate to the lead that you are all in. They must see your frankness and openness to negotiate fairly and with the lead’s interests in mind. Doing this starts with body language. When you meet them, make eye contact and smile genuinely. The way you would smile if you met a good friend. Next, shake their hand firmly and with the entire palm of your hand. You can also lightly touch their elbow with your other hand as you greet. Once you begin talking, be open about yourself and the work you do. Talk about your past clients, challenges you have faced (and overcome) and how all this can help the lead. Coming across as a frank human being is the first jab.

Jab: Overcome Objections

In any negotiation, there will be objections, questions and push back. That is normal so do not try to avoid it or take it as a bad sign. Instead, use silence to your advantage. Listen as they raise their objection and then at the end of it pause. This will give you time to collect your thoughts and to let them exhaust their line of questioning. After this, reply by affirming their objection and repeating it to them to clarify this is what they meant. Once done, answer the question as briefly as possible and quickly follow up with a question that moves the conversation further down the conversion path. Doing this helps you maintain control of the conversation while keeping you from falling into a stalemate.

Jab: Recognize Signals

Humans communicate via subtle signals and cues that help our brains keep in step with each other. We do this all the time when communicating. This is no different when it comes to selling. As you speak with a lead, keep an eye on their body language and what this is saying about their predisposition to what you are saying. For example, if they lean forward with uncrossed arms, this is a sign they are receptive to what you are saying. If they lean back with folded hands, they aren’t. On your part, you can influence these cues by mirroring the lead’s body language and then gradually moving them towards more open body language once they begin to mirror you in return.

Right Hook: Ask

Now that you have picked up the signs and see your lead as being receptive towards what you are saying, it’s time for the right hook! First, do not make the mistake of doing what so many real estate agents do which costs them the lead. What they do is ask if the lead has any more questions or needs more time to think things over. Do not do this. Once you recognize a sale signal ask for the sale. Be as forward as to say something like, “So when can we list the property?” By doing this, you create momentum that will take the lead a great deal of effort to stop. Increase this momentum by suggesting a day when you can meet and sign the paperwork.

Asking for the sale is the single most effective sales strategy you will ever implement. So, don’t be shy about it. Ask for the sale and give them a big knock-out smile!

#Closing #Sales #Deals