“I’m In a Hurry”

Got a great question from a superstar salesperson recently. “What do you do when someone pops in, announces that the kids and spouse are in the car and that they just want a price sheet and they are out of there?”  Great question, and a fairly common occurrence.

My opinion is that your objective should be to persuade this person to bring in the kids and spend a little time. Here’s my approach:

“I totally understand. Let’s do this. I can give you just the thirty-second overview of the community – just the top level stuff – and you can decide at that point whether you want to bring in the family. Fair enough?”

If the prospect balks, there’s really nothing you can do but try to make a good impression. But if the customer is willing to listen you have 30 seconds for your most exciting overview ever. Make it count! The good news is that if they come in after all, you’re in a great position!