SEVEN…Did I hear you correctly?
Yes, the family has been here 7 times to tour, each time bringing a different family member, measuring the apartment, having a meal, you name it they’ve done it… oh and they STILL haven’t deposited! Sound familiar? We hear it too.
One of the primary goals of the Bild Sales System is to shorten the length of the sales cycle, so you don’t find yourself on a 7th tour without a deposit. We’ve outlined the key steps to ensure you are doing everything you can to build value for your customer in the most effective and efficient way possible:
It all starts with the discovery process.
- On that first Inquiry call you need to be thinking about the next step. Someone is only going to learn about 1/3 of what they need to know about your community by talking to you. They have to come on-site and truly EXPERIENCE what you have to offer to determine if this is going to be a good fit.
- Side note – sending a brochure isn’t a next step. Brochures are filled with overwhelming information for your prospect to sift through and interrupt how they see fit. You need to walk them through that information. Worst case scenario send an article to them based on their needs or a small trifold. The brochure is meant to be discussed when they are on-site and can really appreciate what your community has to offer.
You have to do your due diligence and LEARN about them!
- Drill down, what’s most important to them? Why did they call? What’s their sense of urgency? Be thinking proactively so you can really WOW them when they come on-site!
Plan their VISIT.
- I’ll say it again, plan their visit! Put some thought into which residents would make an impact, which staff, have a WOW factor ready. Remember they are coming on-site to see if the “fit” with your community. The more you can roll out the red carpet and create a true EXPERIENCE the easier it will be to move them to a next step.
Practice how you will CLOSE!
- Remember you are the adviser. If all of the decision makers are on-site there is no reason you can’t say, “So based on what you saw today and your feedback, the next step would be to deposit on apartment 213, or did you have questions for me first?”
If the decision makers aren’t on-site, ask, “On a scale of 1 to 10, how ready are you to make a commitment?
- Remember the value of the ONE EXTRA and the law of reciprocity. When you give someone something, which pertains to their needs, wants, interests and then ask them a question, it increases the likelihood of a YES response by 70%!
Bottom line, you have to invest a lot of time on the front end of the sale to position yourself to close on the first visit. It’s critical the trust and rapport is built before you ask for the close. If not, you will come across as pushy because the value hasn’t been built.
For more information on how we can help create a strong core value within your sales team, please contact us →