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What interests my prospect?
Always think of what could make your prospect interested rather than machine gun him with all the benefits
that you know. Such benefits that you know may not be of interest to him at all. The art of asking the right questions that
can generate genuine response is the first step to start with. Once you hit the right buttons based on your prospects responses,
dwell on this specific interest and recommend a project that can fill this specific interest
The bottom line is to make them feel that you really care about them and not just trying hard to make a sale
in the eyes of your prospect.
Go to Opening in Chapter for the practice drill of asking the right questions.
"People don't really care how much you know until they know how much you care"
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Be aware that shyness is a natural protective mechanism. It is a way of hiding our inferiority or weaknesses
from other people. But too much shyness can hold back performance and allowing this to dominate our lives can lead us to lead
a miserable life. Actors and actresses for one have experienced shyness at the start of their carrer but they became famous
by getting rid of it except when their role requires to be so. You too can be famous, possess massive wealth by
overcoming shyness.
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Who else can influence the prospect to buy?
Your prospect may have influence from other people around him. His secretary for example
can influence her boss with bad impression on you.
Be nice to people not only to your prospect but also to all his circles of influence. do
not under estimate other people.
It's okay if you under estimate me, for as long as it is my
age or my weight.
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Treat a Prospect like a King
Do whatever you think can please them. It does not necessarily mean giving away gifts or
anything of monetary value but being attentive to their needs and wants. For example, by replying to their inquiries, or requests
promptly or call them if your promised to call them, by being on time with appointments, by religiously following up and helping the
buyers to comply with the paper work requirements, etc.
As the saying goes "Customer is always right" Yes, Salesmen believe so.
It is only the police who believes that the customer is always wrong.
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How long should you talk to a prospect?
Talking lengthily about yourself or about how good your products are could offend your
prospect. Instead, talk more about themselves and how good they become with the product when they own it.
But how long should your talk be? As a rule, your talk
should be like a ladies' skirt. Long enough to cover the subject, but short enough to create interest.
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A very common attitude of some salesmen is to constantly bow their heads as if a slave
to their master. Being humble does not necessarily mean expressing feelings of inferiority. Though you treat your prospect
with utmost respect but it is important that you are at par with each other to communicate more effectively and comfortably.
Make your prospect feel comfortable by acting professionally while being friendly.
There was a novice salesman who was conscious what he was going
to say to greet a prospect during their appointment. And so he asked his friend, and he got an advice. Say "it's my honor
to meet you". And so he memorized this phrase over and over again. "It's my honor to meet you, it's my honor to meet you".
When the time came to meet his prospect, he became nervous and uttered: "It's my horror to meet you".
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Use Compliments
Using compliments is an art of getting into the hearts of your prospects as human nature always have the craving
to be appreciated. However, it must be natural, spontaneous and most of all, genuine. Being observant how people say, think
and do and having the urge to openly and sincerely compliment them is the key.
" The most difficult person to disagree with is the person
who praises you"
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One major challenge of a Real Estate Agent is to be able to recommend the right property
"tailored-fit to the right prospect. Every real estate project has its own advantages and disadvantages. One house and lot
unit may be cheaper but its location may be too far for your prospect. Another unit could be near the City but it's beyond
his budget. The challenge is to be able to identify the advantages and disadvantages and help your prospect arrive at a decision
or a compromised decision.
Resist the impulse to say how wonderful your products are just to make that sale. Rather,
be sincerely interested in the prospect's desires, needs and wants. Although the prospect may take a long time
to buy again but you can gain more business through referrals if they are satisfied with your professional service.
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