Winning the follow-up game involves becoming an engaged an active listener. With home buyers using the internet to find their next home there is a huge window of opportunity to lose out if you aren’t on top of following up to inquiries. You may ask, what’s the best way to change a, “I’m just looking.” to a, “Where do I sign?” According to Mike Lyon, author of Browsers to Buyers: Proven Strategies for Selling New Homes Online and Social Media Guide for Real Estate, it all begins with communication. He shared these tips, along with many others, during the International Builders’ Show on February 4.
The fact is, you can’t sell if you don’t communicate effectively. Communication makes the difference between closing a deal and closing a door. If you want to improve your sales, follow these 5 steps to great communication:
Communication is a dialogue, not a monologue. You should listen and respond. By doing this, you share information that is relevant, which you can’t do if you’re doing all the talking. I know you get excited, but contain the urge to dominate the conversation. The more you listen, the more you learn.
Ask thoughtful questions to engage your customer in the discussion. Even when you offer a selling point, ask for feedback. “Is that a valuable feature for you?” Engaging a person in a conversation rather than treating them like your audience builds the rapport you need to make the sale.
Give your undivided attention. Don’t interrupt. Don’t steal glances at your phone. Don’t let your mind wander through your checklist of things you want to say as the other person is speaking. You should treat every customer as though they are the most important person in the world—and frankly, at that moment, they are!
4. Summarize and clarify.
This is an important step. Some people are hesitant to ask questions when they don’t understand. Or they have misinterpreted something you said. Be sure to always summarize what you’ve discussed, point by point. It’s not redundant, but reassuring. Then ask your customers if they need you to clarify any point. “Does this make sense? Is there anything I haven’t covered? Do you have any questions about any of these features I’ve just described?”
Communication is a life skill that requires ongoing attention. Great communicators are constantly aware of the steps required to do what they do. They are self-aware, making a concerted effort to be as good as they can be.
Listen up! Great communication skill is an acquired talent—and an essential one for sales professionals. Use these tips and let us know how this 5-step process works for you.
Go to http://www.doyouconvert.com for more tips from Mike Lyon.