Carrie Rosenfeld, of GlobeSt.com, states that “90% of people visiting new homes today are on a mission to buy, according to a study of 67,000 new-home shoppers surveyed in 150 cities across the nation.”* Do you see this desire in in your buyers? If not, there’s a chance you’re not digging past the objections to find it at their core.
If you remember no other characteristic of your buyer, remember this: When your buyer walks through your door, they have an interest and are serious about buying a home (otherwise they wouldn’t bother looking.) Even if they claim they are just looking, their motive for looking will explain otherwise.
Think about it. If the prospect wasn’t serious, they would have stayed at home and dabbled in a search online. But because they stepped out their front door and walked into yours, they are giving you permission to handle their objections and lead them through the sales process. You are the trusted light-bearer with the knowledge they require to buy today.
So the next time a buyer walks through your door, keep this motive in mind and the process of the sale will come to life!
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.