Category Archives for Closing

Supercharge your sales speak with these simple standardised statements…

Hey guys,
Here’s a list of statements that will catapult the power of your sales ability. If I were you I would use these all the time to win people my my way I thinking.

I’m sure you’ll agree that when I say this the brain naturally agrees with whatever I am saying. The bottom line is I want you to help me help you. Because I can guarantee this will be 100% better for you, and I am sure you can see the benefits of using this kind of language. How does that sound so far?

Let’s be realistic, if you don’t use these statements you will be disadvantaged against the guy standing beside you that knows them.

Can I make a suggestion? Read through all the standardised statements at least 10 times, print them out and put them infront of you, try to use them, I strongly recommend this because repetition and having them in your face is the best way to learn them. Always remember that you can use these over and over again, you have over 35 different statements.

At one of the drilling mornings we’ll be running through all of these so make sure you have read them before, I am sure you will agree that it’s in your best interests. That’s not a problem if you don’t understand any just ask me for examples of how to use these.

Hopefully from the above paragraphs you will get an idea of how easy it is you use these. So would you like to go ahead with this?

Here they are:
Always remember….
Can I make a suggestion?
Can you do something for me?
Can you see the benefits?
Do you think this would be good for you?
Help me to help you….
How does that sound?
I am sure that you would agree with me….
I guarantee this will be 100% better for you….
I know you don’t know but if you did?
I strongly recommend this….
I’m sure that you’d agree with me.If I were you….
If it kills me?
Let me put it this way….
Lets do this….
Lets get realistic
On the basis ____________ will you _____________
On the basis that you’re 100% happy…
Please be well aware….
Please understand….
So would you like to go ahead with that?
Tell me in detail….
That’s fine….
That’s not a problem
The benefits of this are….
This is not only a suggestion, it is your solution….
This will definitely be 100% better for you.
Understand this….
What are your main concerns?
What do I need to do to get this sale today?
When we come to that bridge we will cross it…
Which do you prefer….
You know this is going to be beneficial for you….

Live with Passion,

Brett Alegre-Wood

Bretts Rule Number 2 – Always assume they’re interest in the next step

Hey guys,

I grew up in a military family setting, from the age of 7 my father was in the Army and then at 13 I joined the Air Force Cadets and at 18 the Army. I spent a lot of time in leadership and management training. One of the lessons that has stuck with me through is:  Ask for forgiveness, not permission.

On the phones or face to face you’ll never hear me say: Hi Bill, have I caught you at a bad time now? Or Hi Bill, Have you got time to chat?

When people try this on me I say ‘No, I am busy, go away!’

Asking for permission to speak is ridicuous, you don’t walk up to your mates and say ‘Hi Bill, have you got time to chat.’ No! This is the mark of a bad salesperson. I just called you and you picked up the phone so now you’re telling me already by picking up the phone that you want to chat with me. So chat.

Sure, if the guy is on the phone and you’re talking and he’s clearly not listening because he’s distracted, driving or whatever, that’s the witness that has to say: Hold on a second, this guy’s not listening to me. It’s no use me pitching him now. Are you driving or something? Are you busy? Let me give you a call back. When is a good time? Shall I call you this afternoon or tonight? This is where closing and alternative choices are fantastic. We will cover closing later in the book.

So Rule Two is fundamental: Always assume that there interest in the next step, which means that when you’ve done the pitch, you don’t ask them: Would you like to go to the next step! No!

You’d simply say: Your next step is to speak to ABCD. When are you free? Would you prefer this week or next? Shall we book something in for this afternoon? How is around 3 o’clock?

Always Sell certainty…

Hopefully you have started to notic that everything I say and do, I say with absolute certainty.  I live my life with absolute certainty. You are never going to hear me going: Hmmm, let me have a think about that. I’m not really sure. You’re not going to hear terms like that. For me because I’ve been doing sales for so long and because I understand the concept of selling certainty you’re only going to hear: Yes do that. You may hear: Actually, let me chat to such and such and I’ll get back to you. Or if you ask me stupid questions I might go: I’ve got no idea about that. But the point is that you’re selling certainty and you always want to assume they’re interested in the next step. It doesn’t matter what it is, whether it’s the initial call where, your next step is to come in and meet with us. It will never be: Would you like to come in? Because actually, going back to Rule 1, you’re not presenting the cookie. You’re saying they hold the cookie and you would love them to come on board. No! You’re not desperate. If someone doesn’t turn up for an appointment: Where the hell were you? I had time booked so I look like a idiot now because my team are looking at me going you had a cancellation or a no-show. Now, are you serious about this or are you just messing round. If you’re just messing around then go and come back in two or three years time when you realise that you’ve messed up and you should have done something immediately. I punish people like that. I don’t think you should be polite about it. Why? Because they messed me around and I hold the cookie. I hold the last cookie – they want it. My product or service is of so much value that I absoluely must assume there interest in the next step.

This is a simple rule to implement as long as you know what the next steps are.  This is fundamental if you don’t intimately know the entire sales process then you are kidding yourself. You must know every possible direction.

You just assume that they want to do it and if they object then deal with the objection and assume again. You go through your pitch on your sales. You pitch your product or service then you assume they’re going to buy it.

You won’t catch me asking: So what do you think?

I don’t care what you think – I’m telling you that this is good for you because I’m holding the cookie and I’m assuming that you’re interested in the next step.

Live with passion,

Brett Alegre-Wood

Big Picture, Little Detail, Big Picture…

Hey guys,

This is an example of big picture, little detail, big picture. You could be mistaken for thinking that she wants my opinion on which is better and a detailed analysis but really she just wants to be lead and have confidence in her own decisions.

Notice how I start with big picture, go to detail, but end on big picture.

I tell her that it doesn’t matter. This is essential to the big picture, you are effectively telling them that their emotions don’t count and they should focus on the big picture.

Her City Centre question was based on emotions, Her, this option or that option was also based on emotions but notice how she was providing her own solutions to the question. It’s important not to jump in an offer alternative solutions here, work with her own solutions unless they are totally wrong or you do have a much better solutions. This is akin to shutting up once you close, let them solve their own problem if you can.  Use questions to achieve this.

In emails you must use a softer language as emotions aren’t conveyed via email very well, you also cannot actively listen, you can however read into their language and subtext. In fact this is essential.

Live with passion,
Brett Alegre-Wood

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HERE’S THE EMAILS BELOW.

——————————————————————
—— Forwarded Message
From: Brett Alegre-Wood
Date: Tue, 10 Mar 2009 23:00:57 +0000
To: Helen
Conversation: Highfield chase/ echo central
Subject: Re: Highfield chase/ echo central

Hey Helen,

To be truthful, property is so cheap right now that it doesn’t really matter which you take. Personally I would go for the bigger one as you will make more money (as an amount) but either will do.  City Centres are fine now, prices have dropped and stock is in short supply so its open hunting season on these now.  A lot of people who talk about city centres actually are using old information, the market changes constantly.

In terms of rentability, it makes absolutely no difference, after selling and letting over 1500 properties I still cannot tell which plots will let out better. In truth they will all get let within 6 weeks.

So either doesn’t really matter, the important thing is that you are getting into something. Times are already looking up as the supply decreases and demand returns.

Hope this helps, if you have more just give me a call or email me 🙂

Live with passion,

Brett

On 10/03/2009 22:18, “Helen”  wrote:

Hi Brett

Hope you are well.  Now that Boston road is not going ahead we do want to transfer to another property so I’ve been talking to Roy about highfield chase and echo central and I had a few questions.

Bascially from what I can tell we need to put a fairly similar amount in to get either one but we would end up with a bigger mortgage and higher value property in highfield chase but with negative cashflow, or a smaller mortgage, lower value property in echo central but with a postitive cashflow.  So initally i’m tempted to go with Echo but in the long run isn’t it better to have the place in which we would have more equity (which i think would be highfield, mortgage 76,000 ish, value 130,000 as oppose to Echo, mortgage 55,000 ish value 88,000) for when we come to remortgage and take cash out?

Also are out of town developments a safer option for long term rental prospects than city centre ones?  You always hear things about there being too many city centre apartments.

Also do rents rise quicker/relatively more with apartments with more bedrooms or does it not make a difference?

Sorry for all the questions, I’m sure I should be able to find this out on the internet somewhere but don’t seem to be able to.

thanks so much
Helen

—— End of Forwarded Message

Sell me the Pen…

Hey guys,

If you were asked at an interview to “Sell me the Pen” and the interviewer handed you a Gold and Platinum Mont Blanc pen worth around £500, engraved with their name. What would you do? How would you sell the pen?

It’s this exact question that I ask all of my potential Property Consultants. So what would you say?

Perhaps something like: “It’s a great pen with gold and platinum, clearly expensive and a twist top that means that you are not going to get pen all over you. Best suited to someone who wants to impress those around them.”

If you did you would be like 95% of the sales people that I interview, oh and you would be 100% wrong.  That’s right a failure for this part of the interview.

You see the mistake most people make when I hand them the pen is to concerntrate on the features of the pen rather than the needs of the client.

If you took the pen, put it on the table and started by saying something like “Well Brett, how can I help you today, it appears that you’ve come looking for a pen?”

“Absolutely, I am after a pen.” I would say.

“Fantastic, have you got anything in particular in mind, Brett.” you would say.

“I am actually here to buy a pen for a work colleague, it’s their leaving do and we want something that I can engrave.”

“Great, and how much are you looking to spend?”

Hopefully you have gotten the hint. Before you ever introduce the pen into the presentation you need to know that I actually want a pen. Always, Always, Always focus on the client’s needs and you will be surprised how easy it is to sell a pen. Focus on the pen and you will always struggle.

Worst still you may even fail your interview. Hopefully it’s a lesson that you won’t have to learn.

Live with passion,

Brett Alegre-Wood