Often in the Sales profession many people avoid Closing because they do not want to be perceived as being “pushy”. It is a fact that 80% of all sales are achieved after the fifth Close. This can set off personal alarms if you are uncomfortable with the 1st close! Sometimes Closing & Confrontation are considered “cousins”. As a result in order to avoid Confrontation we do not Close often enough. If that is the case, then we really need to look at how well we do actually handle Confrontation. If you handle Confrontation easily, then Closing becomes much more natural. This can be accomplished by real estate sales training.
Let’s start with a few questions to determine how you are doing :
1. Do you avoid Confrontation or do you meet it head on when it presents itself?
2. What approach do you take?… a) hope it goes away, b) address it immediately, c) delay things and then become belligerent because you are uncomfortable?
3. CriticalQuestion… what message do you send when you deal with Confrontation? Are you pleasant or unpleasant?
My best advice is to handle it immediately. That way, what is now a “small problem” is never allowed to become a “big problem”. This is true when asking for the appointment, prequalifiying, and handling objections. If you find you need help in this area, scripts and real estate coaching can definitely help you get your confidence back up and give you the tools to work with. The key to better success is Close more comfortably. Visit www.BruceKeithResults.com for more information and on sales coaching and training.