by Joe Klock
www.JoeKlock.com
Playing (and winning) the name game
If you ask for a prospect's name and phone number early in the phone conversation and they choose not to give it to you, don't make a big deal of it.
Instead wait until the very end of the conversation, when the ice has been broken a bit, and say something like this: "Oh, by the way, I want to check on one other house that I think you'd like. Where can I call you later today or tonight?"
Then, if you get a number, follow up with: "And who should I ask for?"
For some unknown reason, people otherwise unwilling to identify themselves feel less pressured by this approach.
Might be because they're being offered a benefit (information) in exchange for their identity.
Dealing with "Think-it-over"
One of the more popular stalling tactics of potential buyers — almost always popping up when a decision appears to be imminent — is "We'd like to think it over."
Rather than meeting this "objection" head on, handle it with a response something like this:
"That's a good idea, folks; this is a big decision. Now, while everything's fresh in your mind, lets make a list of the things you should be thinking about."
Then, reach for a clean sheet of letter-size paper, draw a vertical line down the middle, from top to bottom, and launch into a "Ben Franklin" close.
Head the left side "Pro" or "Why We Should" and the right side "Con" or "Why We Should Not."
Start by asking if they agree with the statement, "It's the best we've seen." If they, do, write it in the left column. Follow with "We can afford it," adding that to the list if you get their permission.
Then invite them to come up with their own pros and cons about making a decision.
DON'T argue with their choices...just write them down. (Discussion can come later; meanwhile, you're picking up selling points and identifying future trouble spots in the closing process.)
Make your own suggestions, of course, but add them to the list ONLY with their consent.
This will reopen opportunities to deal with their fears, suspicions, hopes and - most importantly - their need for more information, more explanation, and/or more reassurance.
Sometimes, it smokes out a previously-undisclosed problem that can now be talked out.
It will also give you the opportunity to record the benefits that they should keep in mind, even if they still can't reach a decision then and there.
Keep a copy (or make some notes) for yourself to use in later conversations - if they become necessary.
Wind up the session, of course, by asking a closing question like, "All things considered, doesn't it make sense for you to go ahead with this?"
Even if the answer is no, both you and they will have a clearer grasp of the "why not" issue and an agenda for the next meeting.
Be kind to you!
You tend to make allowances for your friends and for people you admire, so why not cut some of the same slack for yourself?
A good self-image begins with forgiving yourself for not being perfect, which is no more than you routinely do for others you care about.
Chances are, you've read something about loving thy neighbor AS thyself, which is another way of saying the same thing.
Or think about it this way: Since the size of your funeral will be largely determined by the weather on that day, why not start being nice to the one person you're SURE will be there?
About those payday loans
It seems like such a good idea: Get tomorrow's income today by signing up for a short-term loan, payable when that next commission check comes in - plus interest, which is the most interesting part.
However, before opting for one of the many "advance" programs, check ALL of the options available to you and carefully evaluate the total costs - which can be quite formidable.
— Joe Klock can be reached at The KlockWorks, 606 Island Drive, Key Largo 33037, 305-451-0079, or at [email protected].