Tip #17
CONVERTING THE CALL - DO YOU WANT TO INVEST YOUR TIME IN THIS BUYER?
When you get that incoming buyer call, they are full of questions and just want answers.
How do you gain control of an incoming call? Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.
Here are a couple typical mistakes I see when a buyer calls in. The agent goes into sell mode, the agent provides all the information; the buyer graciously accepts the information and hangs up but the needs go un-serviced and the agent doesn’t get an appointment. Who is the biggest loser?
The second mistake that I see is the agent preparing their response for the buyer before the buyer completes what they are saying. Basically it’s an agent that doesn’t listen.
Here’s the solution: Listen very closely, restate what the buyer has communicated to you and base your next question on their response or question.
You will need the answer to these 3 questions in order to know if the buyer qualifies as someone you will be wise to spend your time with - a prospect. If the buyer cannot answer each of these question with certainty and conviction it is likely you are dealing with someone who will be a bad use of your time and cost you money - a suspect!
1.) What are you trying to accomplish? This will help you get focused on their priorities.
2.) Why have you chosen now to do this? This answer should give you a clear indicator of what circumstance is motivating them, which will reveal their commitment.
3.) By when do you need to be moved into or out of the home? This answer will determine whether this is a goal or a dream. Goals have a defined timeline - everything else is a dream.
Please, if you would like to role-play this strategy, call me today and I’d be happy to help you.
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