What’s on your agenda this week? A little rejection perhaps? Maybe one or two closing remarks? Some high anxiety?

One of the common traits I’ve found among new home salespeople is that they worry about closing the sale. In fact, it bothers them so much that, according to statistics, 87% of them do not even do a simple close when a buyer walks into a model home. We also know that nearly 90% of salespeople don’t even get a registration card completed with an address, both buyers’ names, e-mail and phone number. Without that information, there is no follow-up opportunity.

Closing makes salespeople nervous. They fear rejection and feel overwhelmed at the thought of asking the buyer for a commitment.

So, here’s a thought. Forget the nervous breakdown. Have a breakthrough instead. Stop assuming new-home shoppers aren’t going to buy today. Start seeing them as half-way committed to owning one of your new homes. Then use one of my favorite simple closes:

You: “I sense you love this home. Am I correct?”

Buyers: “Well, yeah.”

You: “Then shall we make this one yours?”

That’s it. Nothing involved. This close puts buyers in the position of committing to purchase or telling you why they aren’t ready right now. Some will buy. Some won’t. So what? Either way, you’ve brought them to a point of decision.

This is a skills-based housing market today. To excel, you must overcome your fear of rejection. Ask those closing questions. Get follow-up information on everyone who enters your model home. Do it enough and it will become second nature.

To quote Aristotle, “We are what we repeatedly do. Excellence, therefore, is not an act; but a habit.”

Posted In: New Home Sales Training

Tags: Aristotle, closing techniques, email, fear of rejection, follow-up, housing market, New Home Sales

It takes a person with an entrepreneurial spirit to succeed in new home sales because they have the mindset that they can turn nothing into something. Where most people see an obstacle, they see an opportunity.

For example, when couples walk into a model home, they usually say something like, “We’re just out looking around. We’re not buying anything.”

That kind of response seems to offer little hope of making a sale. However, a salesperson with an entrepreneurial mindset sees through the smokescreen and thinks like this:

Why would they walk in the door if they aren’t ready to buy a new home? Why would they spend money on gas driving around looking at new homes if they aren’t interested in buying one?

I know that nine out of ten homebuyers go online first to check out new homes and communities. So, probably, they have already been swamped by builders’ ads, Websites and the media; and yet here they are … on my doorstep. They can’t tell me they aren’t ready to buy.

Most of the people who come in my front door are on some sort of mission to buy a new home. Even though they say, “I’m not buying,” I know that really means, “I am interested in buying a new home, but I want to look around without you following me. We’ll talk when I’m ready.”

So, unlike most new home salespeople, I don’t take this as a rejection and give up. Instead, I give them some space.

I am very knowledgeable about my community. I can confidently explain to them the value of this home. I have practiced my closing arguments. I am a valuable asset to these homebuyers. At some point, they will realize this and I’ll make the sale.

Why? Because I don’t give up when buyers throw an obstacle in my path. I know it’s an illusion. They may want to give me the appearance that they’re “just looking,” but I’m not buying it.

Posted In: New Home Sales Coach

Tags: closing techniques, entrepreneur, homebuilder, homebuyers, media, new home, New Home Sales, websites

What is the worst closing technique a new home sales agent can use? It’s the worst question a sales agent can ask a prospect. Well what do you think? No I’m not asking you what your answer is, I’m telling you, that’s the worst question you can ask a home buyer! Well what do you think?

Behavioral scientists say that with a question like that you imprint. You imprint that they should go back and think about it. A better question to ask at the end of your presentation is do you have any question before we begin the paperwork. If they say yes, you answer their questions and then ask if you’ve answered them satisfactorily. When they say yes, you can proceed.

If you ask the question do you have any questions before they start the paperwork and they say, “No.” Well then no means yes. No questions means yes they are ready to start the paperwork.

Next time you find yourself at the end of your sales presentation, remember, don’t ask them what they think. Ask them if they have any questions. Click here to see the video on YouTube.

Posted In: New Home Sales Training, New Home Sales Training Video

Tags: behavioral Scientists, closing techniques, imprinting, New Home Sales, video, youtube

This close is the first closing technique I learned primarily because of its simplicity.  Yet, through the years it has become one of my all time favorite ways to ask for the order.

My two favorite questions with the Invitational Close are:  "Why don’t you give it a try?" or “Why don’t you take it?"  Either one is a delicate, yet powerful method that gently urges your prospect toward ownership.

You can use this close either at the end or during your sales presentation to conclude the transaction.  It will be preceded by a trial close such as, "Mr. Prospect, how do you like it?" or  “Mr. Prospect do you have any further questions?"

Super Achiever:  Mr. Prospect, how do you like the copier?
Prospect:  I do like it.
Super Achiever:  Great, why don’t you give it a try?

Inviting the prospect to make a buying decision is a low-key method that bridges to the decision to own.  With my consulting and seminar services I might say, "John, increased productivity makes sense to you, doesn’t it?  Why don’t you give our services a try?"

The more direct invitational close is "Why don’t you take it?" I suggest this close to real estate professionals when showing properties.  After demonstrating and presenting a home in its entirety ask:

Super Achiever:  Bill, Mary how do you like the home?
Prospects:  We absolutely love it.
Super Achiever:  Great, why don’t you take it?

Check back for more closing techniques, containing the most powerful tried and proven methods available to help your customer to agree…

Posted In: New Home Sales Training

Tags: closing techniques, new homes sales training, the invitational close

Sales trainer Tom Hopkins has his students memorize this technique word for word in his three-day boot camp sessions, and I personally feel if you do not commit this one close to memory you simply are not serious about the sales profession.

"I want to think about it" or “I want to think it over" are the most common objections a salesperson will encounter, regardless of the product offering.  In the best of situations, under the most ideal conditions, you will hear these at least 50 percent of the time so start committing this close to memory right away!

The prospect says,  "I want to think it over" for three reasons:

• • It’s a Brush Off:  Now swallow your ego and accept the fact that this prospect doesn’t want what your offering. Many times you are told, "I want to think it over," because it’s a nice way for him to send you on your way without hurting your feelings.  The average salesperson is so vain he actually believes the prospect wakes up in the morning and goes to bed at night thinking over his offer.  But in reality when the salesperson calls back two or three days later, sure of a sale, the prospect doesn’t even know who he is.

Now lets suppose you are working with a genuinely interested prospect and he tells you "I want to think about it."  This is what is occurring with the interested prospect that is hesitating.

• Buyers Remorse in Advance:  At the moment of closing the prospect experiences tension.  The tension is a fear of making a mistake, buying the wrong things, paying too much or even being criticized by friends.  These fears cause him to back away at the moment of closing and say, "I want to think about it."

• • Financial Resources:  He tells you he wants to think about it because of the price of the item or service.  Don’t be fooled, the only reason in most cases, he tells you "I want to think about it" is because he wonders if he can or should be able to afford your offer.

The problem with "I want to think about it" is it’s a broad statement, not narrowed to any one specific concern.  You are not down to the final objection and have nothing concrete to overcome.  If you will follow this procedure, you will move beyond the vague generality of "think about it" to the final objection.

Prospect:  I need to think it over.

Super Achiever:  That’s fine, obviously you would not take the time to think about it unless you were genuinely interested, would you?  (Remain silent and wait for his reply.)  This question confirms he is genuinely interested.)

Prospect:  Yes, I definitely will be giving it the consideration it deserves.

Super Achiever:  Outstanding!  Just to clarify my thinking, what phase of the offer is it you will be considering?  Is it my company?

Prospect:  No, your company’s reputation is sterling.

Super Achiever: Is it my service?

Prospect:  No, your service is outstanding, and you have performed beyond the call of duty.

Super Achiever:  Mr. Prospect, I sense you hesitating, do you mind me asking if it’s the money?

Rest assured if you have gotten him this far, and he is genuinely interested, in most instances it will be a money issue.

Here is the I Want to Think About It Close":
Super Achiever:  That’s fine, obviously you wouldn’t take the time to think about it unless you were genuinely interested, would you?  Since you are genuinely interested, I can assume you will give this careful consideration.  Just to clarify my thinking, what phase of the offer will you be considering?  Is it my company?  Is it my service? I sense your hesitancy, do you mind my asking is it the money?

Here is the key.  Prospects do not think about your offer after you leave.  They do not review your literature and product information.  What they do is move on with their lives!  The time to nail down the sale is at the end of your presentation when you have identified their needs and clearly presented your services as the solution to their needs.

Remember the critical instruction.  After you ask a closing question, remain perfectly silent and allow her time to answer.

Check back this week for the “Invitational” Closing Technique…

Posted In: New Home Sales Training

Tags: closing techniques, new homes sales training

How many times do you ask before the person says yes?  Statistics clearly indicate that closing usually occurs after the fifth attempt to ask for the order.

This is critical knowledge.  If it takes a minimum of five closes to succeed, you will never lead a buyer to "yes" if you have only one or two closing techniques.  When people ask me how many closing techniques they should memorize, I reply.

The super achiever normally has twenty plus closing strategies and techniques internalized."

You may say to yourself "why so many?"  I suggest twenty plus techniques because every buying situation will be different, and each buyers personality will be different.

To start out, here is the first group of closing techniques containing 13 of the most powerful tried and proven methods available to help your customer to agree.

1.  The Order Form Close
This is the fundamental closing technique.  First, always have your contracts and order forms with you at all times.  If you work from your desk, display them.  If you keep your paperwork in sight, the prospects know you are not trying to hide anything.  They also become accustomed to them if they come to your office more than once. It is easier for you too, if you have the necessary paperwork handy at the moment of closing. If you are delivery your presentation away from your desk, have a binder or attach©’ case with your legal pad and contracts readily available.

Why is the Order From Close so effective?  As you fill out the contract, you are not directly asking the prospect to buy (make a decision); you are simply making the decision for him.

The best time to work with this close is at the beginning and during your presentation.  My favorite time to begin the Order Form Close is when the prospect asks a question that indicates a buying signal.  You answer the question with a question of your own and record the answer on the order form.  As long as the prospect does not stop you from recording the answers on the contract, he is buying.

From the start of the presentation to the end, "make a note" of all his questions and record terms on the order form.  By the end of the presentation the contract is virtually completed and will only require a signature. When you have asked all the questions and the contract is completely filled out, you review all the notes with the prospect and if he agrees, ask him to authorize or okay the agreement.

Check back soon for more closing techniques containing the most powerful tried and proven methods available to help your customer to agree…

Posted In: New Home Sales

Tags: closing techniques, New Home Sales Training, order form close