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Blogs Lynn's Blog Closing Techniques for New Home Sales


Posted Dec 23, 2010 12:35 pm (9 years ago)

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- Closing Techniques for New Home Sales -


 One thing is for sure … I didn’t really know how to close when I was selling new homes or even managing a sales team. It is not that difficult, so why did it take me so long to grasp the skill? Because I looked at closing as an event, not a process. I have been lucky to train some of the real “Pros” in our industry and I have learned so much over the years. Here are a few of my discoveries:
 
  • I have learned that using trial closes, especially during the home demonstration, sets the ground work for a closing question later. 
  • I have learned that the answer NO to my closing question is a good thing because I will eventually uncover the “real” objection.
  • I have learned that if the buyer likes the home site, don’t delay. Close! 
  • I have learned that “building the home on paper,” presents the opportunity for a second close. 
  • I have learned that going back to the model or home site, presents the opportunity for a third close. 
  • I have learned that if the buyer doesn’t write today, there is still hope. Follow-up is an opportunity to get the buyer back in to close again. 
 I have learned much, much more. If you are interested in improving your closing skills, contact Lynn Palmer at 480-951-8240 or lpalmer@renewalzone.com to schedule a live 2-hour closing class. In today’s market, closing is a must!!! You can make a difference and get the buyer to commit. What are you waiting for?
 
Thank you for choosing Renewal Zone
as your Arizona Online Real Estate School for continuing education.
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