Strike the Mind, Touch the Heart and Dig up the Pocket!

Strike the Mind, Hit the Heart and Dig up the Pocket!

This is what Selling is all about! Building up
Relationship, Helping the Client solve his Problem
is the process of setting the mind of the Client.
Once trust and confidence is build up, What ever
you suggest to the client it is easy for the client
to give you feed back.

For Example, If you would ask the client, How would
you like to position your House if you will construct
it? Would it be facing the Morning Sun or Afternoon
sun? I'm starting to use a combination of question
method, alternate of choice and a yes close technique.

Here's how it goes! I throw a question asking the
client on the how will He position His House once
He will construct it? But i gave him also an
alternative which is answerable by a yes and a
yes answer. Any of the answer, the answer is
favorable to me. The Client could not even notice
that i'm starting to use closing techniques here.

If i'll follow up with a question like, if you buy
your Real Estate Investment now, to whom shall the
investment be named after? would it be name after
You and you Husband? or to your Children? It's the
same techniques that i'm using but little by little
i'm cornering the client already.

Another follow up question like; If the company would
offer a bigger discount let say 10% if you pay it in
cash, Are you going to avail the discount or take the
longer term without discount. Again, the same technique
was used and i can still get the positive answer.

In a situation where there is an objection such as:
The price is too high!, The Place too far! Etc. You
can use a closing technique like, History feed back
with a combination of 4 F's (feel, feel, felt, found).
Here's how i goes; I could really feel what you feel,
the same way our previous clients felt that way before!
But you know when they found out that price of real
estate really shoot up when there's a development in
the area, they did not regret on the decision they've made.

Watch for more techniques here.

(To be continued)

Peter E. Cadorna