Sales Tip

YOU
MAKE THE
DIFFERENCE
IN SALES
Encountering lots of sales problems?
Blaming your lack of results on anything other than yourself doesn’t change anything. All blame can do is keep you stuck in the same spot. You can’t get better or look at the situation from a new vantage point if you spend your energy blaming someone else/the product/the economy, etc.

Leave the blame behind and focus on ways to improve yourself and how you can make the sales process better for your customers. That is the key to closing more sales.

Write down one thing you would have in the past blamed for not making your last sale. Look at it from a new angle – what can you do differently? Do one thing right now to be better.

ASK THE RIGHT QUESTION AFTER AN
OBJECTION OR NEED IS STATED
Say your prospect says, “I need an apartment with lots of closet space.”
Hopefully your response would be, “We have tons of closet space here at Rent & Retain Apartments.”
But what if you don’t have tons of closet space?
Ask more questions to find out WHY she needs lots of closet space:
“Tell me more about what you need the space for...”
“What types of things do you need the space for...”
“If I may ask, is it for storage or for every day items?”

THE KEYS TO CLOSING THE SALE:
Listen for what her exact needs are.

Write down exactly what she says, so you can repeat it back to her when you offer your recommendation. This shows you were listening.
Of course, we’ve been saying for years to

LISTEN for at least 60% of the call before making a recommendation. So good questions to ask are:
“Is there anything else you’d need to store/put in the closet?”
“I have skis and I store it in the storage area on the first floor. Do you have skis or something similar in your current closet that could be put in the first floor storage unit? The storage area opens up more room in your apartment’s closets for you.”

The more details you get, the more information you’ll have, the more options you have for solutions, the more sales you’ll close.

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