Effective Closing: Avoiding the Offer Game

This week’s article comes from a post from StrategicSalesandMarketing.com.  It’s a great indictment on the way we undermine our selling position by hinting at special offers.Moving through the challenging market we’ve been navigating, direct and effective closing is becoming more important in establishing value for your community. Avoiding the time-consuming process of lengthy negotiations is even more crucial to achieving the sale. These days too many salespeople have been attempting to close via the fall back closing:

“Would you like to make an offer on this home today?”

This close will immediately communicate to the buyer that the salesperson has acknowledged that the terms/price are negotiable. It also assumes the buyer will demand concessions in order to move forward. “Offer” says we are selling from a place of weakness and are willing to look at whatever you might bring us. “Offer” means we assume the buyer doesn’t see the value and are anticipating as such. Why would a competent salesperson do this?

There are some explainable factors – such as direction from their manager. However, by simply by removing the word “offer” from the sales vocabulary, it shifts the presentation to selling from a position of strength. It instills belief in the product offering and pricing. If you are still using this type of close, try some of these direct closes instead:

Would you like to own this home today?

Are you ready to move forward?

Since Plan X fits all your needs, what is preventing you from moving forward with this purchase today?

Let’s get the paperwork started!

Are you ready to make your dream of owning a home come true?

At Strategic Sales & Marketing, we focus on maintaining values at our communities and assume each home is sellable exactly where it’s listed. Anything else is an uncertainty!