Never be Closing!

There is no such thing as a “good closer”!

I don’t believe that in sales, you need to be a good closer. I believe it all has to do with what starts at the very beginning, during the first call. If you take a few extra minutes to really qualify the prospect, you’ll know with 75% certainty if this prospect is a candidate to buy. But many of us rush through this very, very important step.

We are happy to have gotten the call and we are rushing to the next step: the meeting; the “showing”. Before you know it, we’ve shown the space 3 times to the same group without obtaining CRUCIAL information to determine their ability to close!

I have a list of the MUST ask questions on the first call. Click HERE to download.

If you can get all or most of these questions answered on the first call, your job is 95% done. Your improved time management alone will boost your income by 30%!

So remember, “Tellin’ Ain’t Sellin’… Askin’ Is”. Invest the time in the beginning to collect all the information you can. There is only one time in the particular sales process when you, the leasing agent, has leverage… Do you know when that is? If you do, you can capitalize on that and your results will quadruple!

For Beth’s top recommended books, CLICK HERE

BETH IS LOOKING FOR AN INTERN. IF YOU KNOW ANYONE WHO MIGHT BE INTERESTED, PLEASE HAVE THEM FORWARD THEIR RESUME TO BETH@AZORADVISORYSERVICES.COM