I'm not sure I have much advice for your specific situation but in general, sales is all about prequalifying leads, uncovering specific problems and pain points, presenting a tailored solution, and overcoming all objections the prospect may have before you even think about trying to "close" them.
What value do you offer over, say, RedFin? Or some other monolithic realty agency? Focus on that in your elevator pitch. Another important thing, DON'T overcome objections BEFORE they object. It will come off desperate and unhelpful.
They should pretty much close themselves after you've built enough rapport, validated their needs and they can trust you to solve their problems.
Keep a giving mentality about you and don't be pushy but DO be firm and show you're not trying to waste anyone's time with boilerplate nonsense. Try your hardest not to sound scripted or robotic. Definitely recommend refining an effective script, however.
Avoid corporate language, humanize yourself, as MJ would say.
Don't leave the ball in their court for too long... Be quick to follow up even if they don't show too much interest at first. Familiarity will help you and if you leave every prospect to their own devices, like, "keep me in mind, give me a call if you want to" they'll never call you.
Don't worry about hard selling. Hard selling is for people who push crappy products on people who don't want or need them. Not fastlaners building a productocracy.
I've been reading "Influence" by Robert Cialdini. I'm sure you'll get some good value out of that for more "psychological Jiu-Jitsu" related process-specific ideas.
Be ready to face a lot of rejection. If you close just 3 out of every 100 prequalified prospects, you're doing a damn good job from what I know.
As for the ask itself, be as specific as possible and assume interest. E.g. "WHEN would you like to sit down and talk more about this, I have some time on Monday or Wednesday (create scarcity to make yourself seem in-demand).
Don't oversell on first contact, keep it short and sweet (unless they show significant interest and aren't "busy" or whatever else BS objection they give you like "not interested". Just establish a relationship based on value-adds and legitimate interest in helping the prospect EVEN if you don't close a sale. Give away a little pro-tip if you like. Basically, GIVE value away for free and they'll feel much more interested in reciprocating.
Otherwise, keep kicking a$$ man. Good luck!
What value do you offer over, say, RedFin? Or some other monolithic realty agency? Focus on that in your elevator pitch. Another important thing, DON'T overcome objections BEFORE they object. It will come off desperate and unhelpful.
They should pretty much close themselves after you've built enough rapport, validated their needs and they can trust you to solve their problems.
Keep a giving mentality about you and don't be pushy but DO be firm and show you're not trying to waste anyone's time with boilerplate nonsense. Try your hardest not to sound scripted or robotic. Definitely recommend refining an effective script, however.
Avoid corporate language, humanize yourself, as MJ would say.
Don't leave the ball in their court for too long... Be quick to follow up even if they don't show too much interest at first. Familiarity will help you and if you leave every prospect to their own devices, like, "keep me in mind, give me a call if you want to" they'll never call you.
Don't worry about hard selling. Hard selling is for people who push crappy products on people who don't want or need them. Not fastlaners building a productocracy.
I've been reading "Influence" by Robert Cialdini. I'm sure you'll get some good value out of that for more "psychological Jiu-Jitsu" related process-specific ideas.
Be ready to face a lot of rejection. If you close just 3 out of every 100 prequalified prospects, you're doing a damn good job from what I know.
As for the ask itself, be as specific as possible and assume interest. E.g. "WHEN would you like to sit down and talk more about this, I have some time on Monday or Wednesday (create scarcity to make yourself seem in-demand).
Don't oversell on first contact, keep it short and sweet (unless they show significant interest and aren't "busy" or whatever else BS objection they give you like "not interested". Just establish a relationship based on value-adds and legitimate interest in helping the prospect EVEN if you don't close a sale. Give away a little pro-tip if you like. Basically, GIVE value away for free and they'll feel much more interested in reciprocating.
Otherwise, keep kicking a$$ man. Good luck!
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