Uploaded on Jul 22, 2009
Tom Ferry, http://www.tomferry.com, is a real estate coach and trainer. In this video, Tom takes you through a critical set of questions to use with your clients to help them achieve what they want in the real estate transaction. Use these tips and dialogue to help your real estate clients become clear on what they want and help you close the deal!
Closing a sale successfully involves effective communication and persuasion.
Here’s a script to help you close more buyers:
Introduction: “Hello [Buyer’s Name], I hope you’re doing well. I wanted to follow up on our previous discussions and see if you have any additional questions or concerns. Is there anything specific you’d like to know before we proceed?”
Addressing Concerns: “I understand that making this decision is a significant step, and it’s natural to have some concerns. Can you please share any specific concerns or hesitations you might have about moving forward?”
Reinforce Value: “I want to emphasize the value you’ll receive by choosing our [product/service]. It’s designed to [mention the key benefits or solutions it offers]. Based on our previous conversations, I believe this aligns perfectly with your needs and goals.”
Highlight Success Stories: “I’d like to share some success stories from other clients who were in a similar position as you are now. They found tremendous value in [product/service] and have achieved [mention specific positive outcomes]. It’s always inspiring to see how our offerings can make a real difference.”
Addressing Pricing: “I understand that pricing is an important factor in your decision-making process. Our pricing is competitive, and it’s important to consider the long-term benefits and return on investment you’ll receive. Additionally, we have some flexible payment options available that can help make this more manageable for you.”
Trial Period or Guarantee: “To further alleviate any concerns, we offer a [mention trial period or satisfaction guarantee]. This means you can try out [product/service] risk-free for [duration]. If you find it doesn’t meet your expectations, we have a straightforward process for refunds or adjustments.”
Closing Statement: “[Buyer’s Name], I truly believe that moving forward with [product/service] is the right decision for you. It aligns perfectly with your needs and goals, and we’re here to support you every step of the way. Are you ready to take this step towards achieving [mention the desired outcome]?”
Overcoming Objections:
- If the buyer raises objections, address them professionally and provide solutions or clarifications.
- “I understand your concern, and let me address that for you…”
- “That’s a valid point, and here’s how we can work around that…”
Alternative Close:
- If the buyer is not ready to commit immediately, offer an alternative close:
- “Would you like some more time to think about it, or would you prefer to schedule a follow-up call to address any remaining questions?”
Final Confirmation:
- If the buyer expresses interest or agreement, confirm the decision:
- “Great, I’m thrilled to hear that! Let’s proceed with the next steps.”
Remember to tailor this script to your specific product or service and the buyer’s unique needs and objections. Effective communication, active listening, and adaptability are essential in closing more buyers successfully.
