Sales Repertoire

Consciously or unconsciously, every successful sales(wo)man develops some variation of the following techniques:

The Close. “Sign here.”

The Trial Close. “If they agree to beef up the earnest money, is it a deal?”

The Reverse Trial Close. “With all those objections, this home sure doesn’t seem like a very good fit for you.”

If the objections are real, simply acknowledging that — directly and honestly — saves everyone time.

If the objections instead are disingenuous or posturing, nothing shifts the leverage faster than agreeing that the would-be Buyer’s (long) list of flaws truly are deal breakers.

P.S.: my clients know one of my favorite anecdotes about Buyer feedback.

Way back when, I got an email from a Buyer’s agent detailing — in great length — all the flaws in my client’s home: the kitchen was hopelessly dated, the floor plan felt awkward, the bedrooms were small — and on and on.

The last line?

“My clients are very interested. Please keep me in the loop.”
About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

Leave a Reply