Why No One’s Ever Said ‘No’ to Me
Commentary by Jose Perez, Jr.
RISMEDIA, April 14, 2008-In all the years I have been in sales and sales management, I truly believe nobody has ever said “no” to me. If they did not “buy” what I was “selling,”-whether a franchise, an acquisition deal, or a proposal I may have made to my superiors-it wasn’t me they were saying no to; there were other reasons.
In order to be successful in real estate, you must start out with the above mindset. If you can do that, then you are well on your way to “cracking the code” of successful selling.
There are several types of questions every good salesperson must be able to ask:
1. Qualification Questions-Are you dealing with the decision maker? Does the prospect have the money or financing to do the deal? Is the prospect willing to agree to a certain timeline for making the decision?
2. Pain Questions-These are the questions that get to the heart of why a person would make a decision in your favor. Remember, people are making decisions for their reasons-not yours. Therefore, you need to know what their “pain” is, so that you can address how your product or service is going to ease it.
3. Closing Questions-Once you have qualified someone and found out what issues are important to them, you need to be able to elicit his or her commitment so that if you can solve his or her problem, he or she will buy. Make sure that you know exactly how your product or service will help.
Top salespeople learn how to prevent objections and win more business than even the best “objection handlers.”
Jose I. Perez, Jr. is the president of PCMS Consulting, a full-service consulting organization. Attend the free Recruiting Training Call hosted by Rich Rector on April 24th at 10:00 am PDT/ 1:00 EDT. To participate, dial toll free, 1-866-809-6529 and use the access code: 821523#.
For more information, please e-mail jperez@pcmsconsulting.com.
