Key to Success #3: Let the Client Tell you How to Close Them
For anyone in sales, but especially for realtors, listening to the client is more than just a key to success – it is critical to your success. After all, if you don’t know what the client needs, how can you possibly provide it for them? This is even more true for a realtor, because a home for example, is an incredibly intimate purchase; not to mention it will likely be the single most expensive purchase the client makes in their lifetime.
If you truly listen to what your client has to say, their answers to your questions will tell you exactly how to close the deal with them.
If you ask, be ready for the answer
As a sales professional myself, there is nothing more frustrating for me than to encounter a sales person who does not listen to me. When I encounter one of these people, all I can think is, “If they aren’t going to listen to my answers, why are they asking me questions?” (It also makes me wonder who could have trained them so poorly.) An encounter with this type of UN-professional sales person will end very quickly, with me showing them my back as I head out the door.
Obviously, you need to qualify every client you encounter, but if you refuse to listen to their responses you should not be surprised when they too show you their back. You deserve to see it.
Be selfish and listen to the client
You can only satisfy the needs of your client once you know what they are. If you don’t listen to what they are telling you during the qualification process, you’ll never know what their needs are and will never be able to find the property that meets those needs. In your own self-interest, as a way to sell more property and make more money, you must listen to the client.
I know this seems elementary and it should really go without saying that a person in sales must listen more than speak. However, we all like to show off from time to time, to prove our expertise. You must resist this tendency, and you must not get lazy. Ask questions; listen to the answers; make recommendations; close more sales; and make more money.
After all, that is why you are doing the job, right?
Here is to an ongoing and successful online relationship…
John Lusink, CCIM, Broker of Record & Managing Partner of Royal LePage York North Realty