June 18th, 2008 10:49 AM by Ron Mastrodonato
3 STEPS TO CLOSE THE DEALWhat separates a great salesperson from the rest? When push comes to shove, the most important skill is being able to close the deal. Here are three pieces of advice from John Palumbo, CEO of the Sales DNA Institute in Jacksonville, Fla.:• Have confidence. Charisma, good presentation skills and the gift of gab will help a real estate sales person be successful, but only if they have real confidence in themselves and the value of the product. The more a salesperson knows about all aspects of the business, the more likely it is that she can get her customers to buy. • Use the word "only." The word creates urgency. Make sure that buyers know the house is a one-of-a-kind property. "Good sales people can create a one-of-a-kind use on every product they've got."• Don't wait to hear "yes." Instead, turn the word "no" into a positive. "Ask, 'Do you have any other questions before I start writing up the contract?'" If the answer is "no," then you've done your job well. Source: The Wall Street Journal, Laura Lorber (05/28/2008)© Copyright 2008 INFORMATION, INC. Bethesda, MD (301) 215-4688 3 STEPS TO CLOSE THE DEALWhat separates a great salesperson from the rest? When push comes to shove, the most important skill is being able to close the deal. Here are three pieces of advice from John Palumbo, CEO of the Sales DNA Institute in Jacksonville, Fla.:• Have confidence. Charisma, good presentation skills and the gift of gab will help a real estate sales person be successful, but only if they have real confidence in themselves and the value of the product. The more a salesperson knows about all aspects of the business, the more likely it is that she can get her customers to buy. • Use the word "only." The word creates urgency. Make sure that buyers know the house is a one-of-a-kind property. "Good sales people can create a one-of-a-kind use on every product they've got."• Don't wait to hear "yes." Instead, turn the word "no" into a positive. "Ask, 'Do you have any other questions before I start writing up the contract?'" If the answer is "no," then you've done your job well. Source: The Wall Street Journal, Laura Lorber (05/28/2008)© Copyright 2008 INFORMATION, INC. Bethesda, MD (301) 215-4688
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