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.”
