Wednesday, September 30, 2009

Coaching Tip & Strategies #13


When you get that incoming buyer call, they are full of questions and just want answers.

How do you gain control of an incoming call? Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.

Here are a couple typical mistakes I see when a buyer calls in. The agent goes into sell mode, the agent provides all the information; the buyer graciously accepts the information and hangs up but the needs go un-serviced and the agent doesn't get an appointment. Who is the biggest loser?

The second mistake that I see is the agent preparing their response for the buyer before the buyer completes what they are saying. Basically it's an agent that doesn't listen.

Here's the solution: Listen very closely, restate what the buyer has communicated to you and base your next question on their response or question.

Next tip I will discuss the initial appointment. Until then I wish you all continued success.

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow


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