HAIL MARY LINES… sometimes as Salespeople we find ourselves in a situation where we have to think fast or lose the opportunity. Sometimes if we don't "pull a rabbit out of the hat"… we lose the sale, perhaps forever. The great Salespeople don't think on their feet any faster than the average Salespeople. The difference is the great Salespeople know ahead of time what to say when the pressure is on.
Here is your ACTION STEP… in a situation where you are about to lose the customer or they are ready to "hang up" you need what I call some "Hail Mary" Lines. Here's a few:
For Buyers: #1 "If we were able to locate the right property, at the right price… would you then consider a move?"
#2 "With prices continuing to escalate, if we could put things together for you… how would you feel about moving sooner and thereby saving $5-$10,000?"
For Sellers: #1 "If I was able to generate a great offer for you, I mean something you were REALLY excited about… could we do some business?"
#2 "If I could get your home sold in the next 30 days… would that pose a problem for you?"
#3 "Considering the way the market is changing of late… I mean, if it meant an extra $5-$10,000 in your pocket by accelerating the process, would you be interested?"
#4 "How would you feel Mr. Seller if I could show you a strategy designed to create multiple offers on your property in the next 30 days?"
These "Hail Mary Lines" are the kind of questions you need to have on the tip of your tongue. The difference between making the sale and losing the opportunity to a lesser Salesperson… is your ability to think fast in the moment. "Thinking fast" starts with knowing what to say and ends with practicing over and over. Pick your favorites and commit them to memory. No Excuses.