by Lesley Roberts | Dec 14, 2015 | Intelligent Selling
Closing is all about gaining small commitment all of the time; from the very beginning of your meeting. Your closing should be very evident in action, every day. So, start with a close, punctuate your sales structure with small decision building moments. Use closes...
by Lesley Roberts | Dec 7, 2015 | Intelligent Selling
Here are some ways to gain your customer’s commitment to consulting with a recommended IFA. If a customer says their brother in law is an IFA or that they are already sorted; try these phrases: “Excellent, you will have good information to compare. We...
by Lesley Roberts | Dec 1, 2015 | Intelligent Selling
Utilising the expertise of a financial advisor is critical for you and the customer. It has advantages on both sides: What’s the customer’s financial plan to buy a new home? The most excited customer may not be able to buy a home from you so it is critical that...
by Lesley Roberts | Nov 24, 2015 | Intelligent Selling
One of the big personal challenges to STOP ‘dumping’ all that you know about the development, the homes built and being, the local market – on the customer! The sales opportunity is not your time to show off all you know; it is the time to show your customer how much...
by Lesley Roberts | Nov 17, 2015 | Intelligent Selling
When talking to your customer, a ratio of 2:1 should be evident throughout; you doing half as much talking as the customer is! Remember to trade your information with your customers’. Your information is valuable to the customer and used well, can help the customer to...
by Lesley Roberts | Nov 10, 2015 | Intelligent Selling
Buying a home is a highly emotional event and if the customer has not been able to rationalise their understanding of the home you are presenting to them to buy, they will be less able to allow their emotions to be maximised. You need the customer’s desire for the...
Recent Comments