‘It’s much better to start planning well in advance if you were thinking about doing something. What about I put information together and email this to you, so that you have the most current facts at hand for when you’re ready. What is your timeline? What’s your best email address?’
Firstly, you want to get a definitive answer on their timeline, so you know how serious they are. And secondly, you need a solid reason for them to share their details, so that you can continue to build the relationship prior to them selling.
HAVEN’T HEARD OF YOU/WANT TO USE A MORE WELL-KNOWN AGENCY
successes, sales above ask., marketing approach and so on).
Vendors feel that going with a ‘high street’ or well-known name is the safe option – in the same way as people stick with the big banks. Your goal is to show them that the brand is not as important as the agent when it comes to the pointy end of the transaction.
WHEN NO REALLY MEANS NO
Sometimes you can’t handle the objection and no really means no. Sometimes it’s a bad day, week, month for the person you are calling, and absolutely any attempt to handle objections is going to lead to a negative outcome. Whilst this is not a get-out-ofobjection-handling free card, you do need to pay close attention to the pitch and the tone of the person at the other end of the phone. Are they simply uninterested and need you to wow them, or are they genuinely angry right now and you need to end the conversation quickly?