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Thursday June 9th 2011
How To Close Your Buyer
What is your inventory of buyers? What do you have in your pipeline? Do you have sufficient prospects in your pipeline? Your pipeline should always be full. You need to have at least 10 buyers on the go at all times to move forward.
1. Grade your buyers (Are they A, B or C buyers) and reevaluate your buyers to understand what their true issues are. Put your focus on who is most likely to buy.
2. Increasing your knowledge and demonstrating your knowledge. You need to demonstrate your skills in order to earn your client’s trust. Once you earn their trust, they will rely on you as their resource and YOU become the expert.
3. Constantly qualify / requalify your clients. You need to keep control as oppose to giving control. Take control and lead them to where they need to be!
4. Build rapport! Get into rapport with your clients so you can communicate with them in the way they want you to. Go beyond the golden rule…treat people the way THEY want to be treated.
Four common mistakes about building rapport:
A) Don’t pretend to be interested in something when you really aren’t. Insincerity loses credibility.
B) If you do not like the other person you shouldn’t be working with them! Your dislike / negative attitude toward that person will come across in your communication with them.
C) Don’t assume you can be in rapport with everybody.
D) Not speaking their language – you MUST speak in a language they understand.
5. Isolate objections! Everybody has objections. It is your job to effectively deal with their objections and work around them to fulfill their needs
“Knowledge Equals POWER!”